MHInsider™ 2020 Buyer's Guide

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2020

Buyer’s INDUSTRY PROFESSIONAL

GUIDE THE MANUFACTURED HOUSING BUSINESS RESOURCE DIRECTORY


MANUFACTURED HOUSING GROUP

REDEFINING VALUE FOR THE MH/RV ASSET CLASS BROKERAGE & ADVISORY SERVICES  CLIENT

FOCUSED

 DRIVEN

 PROVEN

RESULTS

2018 Review Total Sales

OVER

$381M

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We are Dedicated To Our Clients MHRE Inc. is the foremost real estate brokerage and advisory firm predicated exclusively in the manufactured housing and recreational vehicle asset class. MHRE has created an unparalleled national platform consisting of the most comprehensive database and the most advanced marketing technologies to provide its clientele with the highest level of results. FREE BROKER OPINION OF VALUE (BOV) EVALUATIONS Please email Melissa Wade at info@mhreinc.com or call 586-884-8415

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E x p e r i en ce Ki t t op i a & t e n n e w hom e d e si g n s from t he Skyl i n e C h a m p i on fa m i l y a t the 2 0 2 0 Lo u i sv ille Manu f ac t u re d H o u sing S how


CONTENTS

VOLUME 2 • ISSUE 6 2020 BUYER'S GUIDE

59 NEWS BRIEFS 6 Industry Happenings: Updates from the World of Manufactured Housing EVENTS 10 Upcoming Industry Events

ON THE WEB MHInsider.com

–––––––– Publisher

Darren Krolewski darren@mhvillage.com

Associate Publisher Mark Dollan dollan@mhvillage.com

Executive Editor

Patrick Revere patrick@mhvillage.com

Contributing Editor George Allen gfa7156@aol.com

TRANSPORTATION 14 Second Generation of Home Transport Professionals Carry the Load 18 Thanks A Million

Senior Graphic Designer Merit Kathan merit@mhvillage.com

Contributors

Suzanne Felber Kevan Enger Richard Jennison

Cover Image

FINANCING 20 Why Off-Market is Off-Point for Mobile Home Park Owners

Photo courtesy of Tharakan Consulting Sawgrass Trails at Lowe's City in St. Petersburg A Cobblestone Assets Community 2019 Skyline Model 4301

Advertising Sales

Call (877) 406-0232 advertise@mhvillage.com

COMMUNITY 26 Events, Activities Provide 'Sense of Belonging' in Community Culture 30 Life IS the Fast Lane for Newport Pacific's Maria Horton

TRENDS / INSIGHTS 39 2020 Vision: Are You Focused on the Future? 44 How to Buy Digital Marketing & Website Design Services

ADVOCACY 53 MHI – Elevating the Industry Through Advocacy, Education, and Engagement

THE ALLEN LEGACY 58 Stepping Out of The Manufactured Housing Shadow

Disclaimer

Although we made every effort to ensure that the information in this issue was correct before publication, MHVillage, Inc. and the publisher do not assume and hereby disclaim any liability to any party for any loss, damage, or disruption caused by errors or omissions, whether such errors or omissions result from negligence, accident, or any other cause. Opinions expressed are those of the author or persons quoted and not necessarily those of MHInsider or the publisher MHVillage, Inc.

Copyright Notice

Copyright ©2019 MHVillage, Inc. All rights reserved. Reproduction of MHInsider content, MHI or other contributor content, in part or in whole, is prohibited without written authorization from MHVillage, Inc.

–––––––– MHInsider™ is published by:

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NEWS BRIEFS

Happenings

INDUSTRY

Updates from the World of Manufactured Housing…

Oregon Home Builder Expands International Housing Concepts Inc., a subsidiary of Earth Gen-Biofuel Inc., has expanded production with a manufacturing facility in Salem, Ore. Earth Gen is responding to market interest in “System Built” Park Model Homes by opening new facilities in Salem, Ore, preparing to expand their production capacity to 600 homes annually.

Rhode Island Names New Executive Director Carol Ventura has been named executive director of Rhode Island Housing. She has been serving as interim executive director since March. For nearly 20 years, Ventura has helped Rhode Islanders access housing opportunities as deputy director, director of development-overseeing all aspects of development financing activities-and assistant director of the policy division.

ROC USA Facilitates Changes at Two N.Y. Communities ROC USA® Network worked with the owner of Brittany Terrace in Rock Tavern, N.Y., to structure a sale to the residents. The community, a 55+ park,

is surrounded by high-end housing and offers some of the only affordable housing in the area. The resident corporation, BT, Inc. worked with PathStone Corporation to secure financing for the $9.5 million transaction. The nonprofit also worked with residents of a second New York property, Kayadeross Acres, a 33-acre park in Ballston Spa, N.Y., to provide new management as well as maintenance and upgrades.

Kentucky Board Names New Members

NorthMarq Closes on Louisiana Park

Chicago Investment Group Purchases Community

NorthMarq closed on the 117-site Riverland Park manufactured housing community at 10696 River Road in Saint Rose, La., for an undisclosed purchase price. JWC Group, LLC, an entity formed by John Briggs of Denver, Colo., was the buyer.

Fashion Designer Lists Malibu Mobile Home Designer Betsey Johnson’s pink mobile home in Malibu’s Paradise Cove Mobile Home Park is for sale, priced at $1.95 million. The home, which she has called her “little jewel box”, was the first home she bought in Los Angeles after relocating from New York in 2016.

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Edwin King and Barry Noffsinger have been appointed as members of the Kentucky Housing Corporation Board of Directors. King, of Union, Ky., is the chief financial officer of Brandstetter Carroll Inc. Noffsinger, of Lexington, Ky., is a sales and marketing manager for Credit Human. They will serve for a term expiring Oct. 30, 2022.

Plaza del Rey, an 800-unit manufactured home community in Sunnyvale, Calif., has been bought by an affiliate of Hometown America Communities, of Chicago, for $237.4 million, according to county property records filed Aug. 26.

UMH Properties Adds to Its Portfolio UMH Properties, Inc. closed the acquisition of Northtowne Meadows, a community in Erie, Mich., for about $25.2 million. The community consists of 386 developed homesites and spans nearly 85 acres. The property is 88% occupied. The transaction marks the continued on page 8


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NEWS BRIEFS

continued from page 6

completion of the acquisition of a four-community portfolio consisting of around 1,500 homesites acquired for nearly $55 million. The company also closed on a pair of Pennsylvania communities for approximately $11.65 million. The Pennsylvania communities have 285 developed homesites, of which approximately 76% are occupied.

Revere Capital Named Best Bridge Lender LendVer, a database of vetted business and investment property lenders, has finalized its review process for the 2019 Best Bridge Lender and has selected Dallas-based Revere Capital. Revere Capital funds short-term bridge loans and provides equity investments and specialty financing from $2 million to $30 million secured by investment residential real estate, commercial real estate, and other assets, including manufactured home communities.

Residents Purchase Colorado Community The Colorado Housing and Finance Authority and ROC USA® Network partnered to provide a loan to the 36 residents of Longmont Mobile Home Community, Longmont, Colo., so the residents could purchase the land and restructure the property as a resident-owned cooperative. The city of Longmont also supported the transaction with a no-interest, deferred-payment $300,000 loan from its Affordable Housing Fund.

County in Washington State Updates Manufactured Home Park Code In an effort to increase affordable housing in the state of Washington, the Cowlitz County commissioners took the first step to update the county’s manufactured home park code. The commissioners adopted a manufactured home park “overlay” district, which is intended to promote flexibility when permitting new or expanding manufactured

home parks while ensuring compatibility with local and state laws.

Woodland, Calif., Takes Steps to Create Housing for Homeless The homeless population in Woodland, Calif. has nearly doubled in the past two years. City officials have introduced a plan to house people who live on the streets. Woodland is planning a homeless village with more than 60 small manufactured homes built on permanent foundations. Woodland City Manager Paul Navazio said the homes will be designed with a neighborhood appeal. Woodland has secured $5 million in state funding to build the homes. It also moved its emergency shelter to the site of the new village.

New Manufactured Homes Slated for Danville, Va. The City of Danville is looking at a proposal to build manufactured homes as a new option for affordable housing. The project could consist of up to five new homes on eight parcels of land bought by Danville Redevelopment and Housing Authority.

Manufactured Housing Properties Inc. Names President Manufactured Housing Properties Inc., which acquires, owns, and operates manufactured housing communities, announced that its board of directors has promoted and appointed Michael Z. Anise to company president.

Fullerton, Calif., Allows Rent Hike Moratorium to Expire Fullerton, Calif., leaders skipped a proposed moratorium on rent hikes for manufactured home communities. Council members had discussed limiting rent increases to no more than 3% for a period of six months.

North Carolina Town Lowers Requirement for Roof Pitch The Spring Hope, N.C., Board of Commissioners voted unanimously to change 8 | MHINSIDER™ • 2020 BUYER'S GUIDE • MHINSIDER.COM


NEWS BRIEFS NEWS BRIE

a zoning requirement for manufactured home roof pitch from 4/12 to 3/12.

Cavco Buys Destiny Cavco Industries, Inc. has purchased Destiny Industries, LLC. Located in Moultrie, Ga., Destiny’s single-plant operation provides affordable manufactured and modular housing to independent retail distributors in the southeastern United States.

Greystone Provides Financing for California Community Commercial real estate lender Greystone has provided an $8 million Fannie Mae Delegated Underwriting and Servicing (DUS) loan to refinance a 30-acre manufactured housing property in Hemet, Calif. Situated on 30.66 acres in San Jacinto Valley, Casa Del Rey Mobile Home Estates is an age-restricted manufactured housing community with 267 single- and double-section pads.

BlueLinx Hires Home Depot Executive BlueLinx has named Stephen T. Strohmeier vice president of structural products. Prior to joining BlueLinx, Strohmeier served in various leadership roles at The Home Depot. In his most recent position as the senior merchant of building materials, he led merchandising activities for the roofing, siding, and insulation businesses.

expands the off-site home builder’s presence in Northern California, which currently has three other home center locations in the Sacramento area. MHV

Manufactured Housing Properties Inc. Purchases Ashville, N.C., Park Manufactured Housing Properties Inc. has acquired Crestview Estates manufactured housing community, a 113-pad property in Asheville, N.C.

Clayton Homes Opens Fourth Sacramento Retail Location Clayton Homes celebrated the grand opening of its newest home center in California with a ribbon-cutting event in Oroville, Calif. Clayton Homes of Oroville

Reach More Than 39,000 Manufactured Housing Professionals Online and In Print The MHInsider™ is Published Six Times Each Year! To Advertise or Request a Media Kit Call:

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Industry Events

Upcoming

EVENTS

2020 Louisville Manufactured Housing Show

Jan. 15-17 – Louisville, Ky. Kentucky Exposition Center The Midwest’s premier event for manufactured housing professionals. The annual show brings out an array of new manufactured home designs, the latest in technology, the best in supplier offerings, and a look at all the newest amenities and system-built options the industry can offer.

TexCO2020 Houston Conference

Jan. 23 – The Woodlands, Texas The Woodlands Waterway Join Sunstone, Mobile Insurance, and the Texas Manufactured Housing Association for the fourth annual TexCO Houston Conference for networking, education, and deal-making.

MHI Winter Meeting

Feb. 16-18 – Nashville, Tenn. Hilton Nashville Downtown The Winter Meeting provides another opportunity for members to network, exchange information, hear about the latest housing trends, and learn about industry issues. In addition, various MHI boards, divisions, and committees will meet to discuss and debate issues important to their members.

The 2020 Tunica Show

March 24-26 Tunica, Miss. — Hollywood Casino The Southeast’s premier event for manufactured housing professionals. As the largest outdoor manufactured

10 | MHINSIDER™ • NOVEMBER / DECEMBER 2019 • MHINSIDER.COM

housing show in the nation, the Tunica Show captures the attention of the manufactured housing industry as few events can.

IMHA Annual Conference & Member Meeting

April 22-23 – Oak Brook, Ill. The Drake Hotel The Illinois Manufactured Housing Association invites members for legislative and regulatory updates, networking, and educational programming to help grow your business and sell more homes.

2020 MHI Congress & Expo

April 6-8 – Las Vegas, Nev. MGM Grand The national trade show where you can obtain the knowledge and resources necessary to excel in today’s housing marketplace. Choose from attending top quality educational programs with powerful speakers, networking with the industry’s most successful professionals, developing new ideas for your business, and visiting the exhibit floor to see the latest and greatest products and technologies.

MHI Summer Legislative Fly-In

June 2020 – Washington, D.C. Venue To Be Determined The Fly-in is an intensive two-day program that gives participants an inside look at the public policy process with industry and legislative updates. Participants also visit their members of Congress to advocate for the industry.


EVENTS

2020 Multi-State Convention

July 25-27 – Orange Beach, Ala. Perdido Beach Resort Join the Alabama, Louisiana, and Mississippi MH associations for an exciting convention that includes networking receptions, a banquet, educational speakers, entertainment, and much more.

MH FacTOURy Summit 2020

Aug. 4-6 – Elkhart, Ind. RV/MH Hall of Fame Two days of factor y tours and educational workshops. Retailers, community owner/operators, and vendors from around the nation will have the chance to come together to learn the latest trends in community operation, management, f inance, sales, and products.

MHI NCC Western Summit

August 2020 – Venue To Be Determined This second annual event in the western U.S. features education, networking, and exhibitor booths geared to community managers and smaller owner/operators. Join others within the industry for three days of community insights, educational workshops, ongoing engagement, and a local plant tour.

2020 Georgia Manufactured Housing Association Annual Convention

Aug. 18-20 – Jekyll Island, Ga. The Westin Jekyll Island The GMHA will open its annual gathering with an introduction and keynote speaker. The convention also will include a silent auction, golf tournament, banquet, entertainment, and professional networking.

29th Networking Roundtable

Sept. 2-4 – Nashville, Tenn. Hilton Nashville Downtown Hosted by EducateMHC, this conference draws 200-plus of the leading land-lease community owners and operators for a discussion on best practices and deal-making. A Manufactured Housing Managers certification class will be held on the day prior (separate registration required).

Florida Manufactured Housing Association Annual Convention

September 2020 – Orlando, Fla. Rosen Plaza Hotel Florida’s largest gathering of manufactured housing professionals. Since 1947, FMHA has been one of the most influential voices in the MH industry. continued on next page

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continued from previous page

2020 Manufactured Housing Industry of Arizona Annual Convention and Golf Outing

Oct. 20-22 – Sedona, Ariz. Hilton Sedona Resort at Bell Rock This annual membership convention provides education, fun, and relaxation for attendees, which include retailers, manufacturers, lenders, developers, contractors, and suppliers to the industry throughout Arizona.

You Build It, We’ll Back You Up.

MHI Annual Meeting

Oct. 4-6 – Denver, Colo. Grand Hyatt Denver MHI’s largest membership meeting of the year provides an opportunity to exchange information with industry friends, stay current on housing marketplace trends, and attend the board, committee, and division meetings. Several awards will be presented.

2020 WMA Convention & Expo

Together, we build the confidence that sells homes.

October 2020 – Reno, Nev. Grand Sierra Resort and Casino Western Manufactured Housing Communities Association’s annual event blends educational programs with entertainment and networking forums.

Ron D’Ambra

October 2020 – Novi, Mich. Suburban Collection Showplace, The Michigan Manufactured Housing Association will be providing its members with a unique combination of education, legislative, legal, and networking opportunities. The event will take place in conjunction with the MMHA Home Showcase where manufactured homes will be on display within the Novi Home Show.

MMHA 79th Annual Conference

National Manufactured Modular Program Manager

803.917.1946 rodambra@2-10.com

SECO20

Sept. 29-Oct. 1 – Atlanta, Ga. Hilton Atlanta Airport The Southeast Community Owners annual symposium has turned into the largest, most vital meeting for small to mid-sized manufactured home community owners and managers.

2020 NCC Fall Leadership Forum

Nov. 4-6 – Chicago, Ill. Westin Michigan Avenue Join MHI at the only strategic, executive-level event of the year for those involved with manufactured home communities as an owner/manager, manufacturer, service provider, broker, lender, or consultant. The NCC Fall Leadership Forum will take place Nov. 4-6 at the Westin Michigan Avenue in Chicago. Secure your registration and housing today!

MHISC Fall Meeting 2020

November 2020 - Venue Undetermined The Manufactured Housing Institute of South Carolina hosts a reception and dinner, a golf tournament, and two free hours of continuing education. Celebrate what’s great about the industry as MHISC honors the Retail Center, Salesperson, Community, Service/ Supplier, and Manufacturing Facility of the Year. Additionally, all of MHISC’s member-led committees will meet and discuss important trends and continue work on projects to help better the industry overall.

Have an event you'd like listed here? Call our Executive Editor, Patrick Revere, at (616) 888-6994, or email at patrick@mhvillage.com.

12 | MHINSIDER™ • NOVEMBER / DECEMBER 2019 • MHINSIDER.COM


UMH PROPERTIES, INC. A PIONEER IN MANUFACTURED HOUSING

As a publicly traded REIT (NYSE:UMH), we have been providing quality affordable housing since 1968. Our portfolio provides high profit margins, recession resistant qualities, reliable income streams and the potential for long-term value appreciation. As a quality operator, we seek opportunities to acquire manufactured home communities and make the necessary improvements needed to retain residents and enhance operations. • • • •

$1.3 billion in total enterprise value 122 communities, 23,000 homesites, 8 states Housing approximately 18,000 families 6,400 total acres, 3,300 acres in Marcellus and Utica Shale regions

UMH Awarded 2019 Land Lease Community of the Year and 2019 Interior Design Award by the Manufactured Housing Institute For more information, visit www.umh.reit or contact ir@umh.com


TRANSPORTATION

“The old mentality is ‘moving trailers around’. I look at it more like we’re building homes. There’s a wide diversity in what we do.” –Jason Silling, Silling and Co., LLC

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TRANSPORTATION

M

ike Freeman, the former owner of Freeman’s Transport, started in the business of moving mobile homes in 1977. “I was young, worked at a factory in Bloomington that laid me off after five years,” Freeman said of his start in Southern Indiana. “My father-in-law had a bunch of trucks and he wanted me to drive for him, but I told him, ‘No, family usually don’t work out.’ “I called home and my wife at the time said ‘Dad bought you a truck. You have to go to school for a week in Elkhart to learn how to pull mobile homes,’ which is a joke,” Freeman said. “You ain’t going to learn to pull these in a week, but I went and liked it well enough.” Freeman went to most of the continental 48 states early in his career, but realized he liked short-haul better than long trips.

“There’s not as much money going 300 miles with a house as there is going a shorter distance, 25 miles or so,” he said. “And you generally deal with one person, and that can make it easier.” Freeman, now mostly retired, is among the fortunate business owners in the trade. He put in his time and has a son who’s taking over the business, which is a relief for retailers and homeowners, too, who need homes moved reliably. Nationwide, there is a shortage of trained and qualified home transport professionals. Retailers in many markets have said they would sell more homes if there were transport and installation professionals available to handle the work. “I was very fortunate that Eric, my youngest son, wanted to do this,” Freeman said. “He enjoys it the way I have.” continued on next page

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TRANSPORTATION

continued from previous page

A New Wave of Talent in Home Transport

Eric Freeman stepped in about 15 years ago to help his father. It was a good job right out of high school. “I just get a thrill at doing it,” he said. “It’s an adrenaline rush sometimes. “You have to pay attention to every little thing, and it takes patience,” Eric Freeman said. “Sometimes it takes a long time just to go a few feet. Even something simple like turning right takes special attention when you’re pulling a home behind you.” There’s a need for more people in the business, the younger Freeman said. “I don’t worry about competition. I’m usually giving people numbers to call because I’m so busy. It’s just kind of a dying breed. Really, the only people who are doing this are second and third generation, he said. "That's all I know of." Manufactured housing industry leadership in every state can agree there needs to be a major push for workforce development. The industry needs more talent, particularly young talent, as demand for new manufactured homes has doubled in five years, and is likely to continue on an upward trend.

‘Workforce is the Hardest Obstacle’

Jason Silling runs Silling and Co., LLC, a regional home carrier operating in Indiana, Kentucky, Ohio, Illinois and parts of Michigan with 11 employees. “It’s kind of a constant battle. We take on pretty much anyone we can get. As is the case with many people in business right now, workforce is the hardest obstacle,” Silling said. “I’m real heavily involved with the Kentucky association, KMHI, and we’re actively trying to get more people involved.” KMHI in September participated in an event to host 2,500 high school students over the duration of three days in Shelbyville, Ky., to introduce the potential for skilled disciplines in the trades. Sillings brought down a truck, a translift, and some house tugs. “We would like to take a house and get some anchor systems,” Silling said. “I always want to be the booth everyone talks about. We need to get some young people involved in the industry. We need to show them, 'Hey, this is an option that allows you to make a good living.' “I tell my guys that every day is a challenge,” Silling said. “You never know what you’re going to get, and that’s exciting.

You just need to figure it out.” Silling agrees with the Freemans, that there’s no sense in fretting about competition. Silling said he’d rather get people in the business and train them right, even with the possibility they may move to a competitor or start their own enterprise. “There’s so much work to do, and I can only do it for so long,” he said. “I'd rather get people in and train them right, and help people out in the process.”

How to Diversify Product Offerings

Silling entered the business from excavation work, which he continues to make a part of the company offering. Creating a product mix, he said, is one of the strategies that can lend value and sustainability to a home transport operation. “We kind of have become a one-stop shop with several different crews that can do site prep, delivery, setup, and a little on-site construction for a garage or porch or something like that,” Silling said. “The old mentality is ‘moving trailers around’. I look at it more like we’re building homes. There’s a wide diversity in

The set-up crew for The Louisville Manufactured Housing Show recently received plaques honoring 30 years of service to the show. Pictured from left, Eric Freeman, Mike Freeman, Terry Reynolds, and Jack Million.


TRANSPORTATION

what we do,” Silling said. “Some days we might be moving a $5,000 single-section home and the next day you’ll be moving a $150,000 multi-section home or an off-frame mod. You never know what you're going to get.” Mike Freeman, under his company’s former name Freeman’s Mobile Home Service, was able to thrive most years with a similar approach. “We’ve done a lot of secondary work, moving a home from place to place for individuals. We did go into some work right from the factory and the dealership, but that’s pretty low volume,” he said.

“We do a lot of work other people don’t want to do. It’s setting them in place. A lot of drivers will just pull the home up on the road and leave it for the homeowners to get it wherever else they want it,” Freeman said. And, as ever, high-quality service will earn you a lifelong customer, no matter what you’re doing. “About five years ago I went out to a place called Glass Hill. We needed to get the home off the hill down a curvy road and across the steel bridge, which we did with a translift rather than the truck,” Freeman said. “That was the best

way to keep the weight off. That same person called me again after five years and had us move it again. They didn’t want anyone else out there." MHV Patrick Revere is executive editor for the MHInsider magazine, as well as the MHInsider blog and MHVillager, a lifestyle and resources blog for homeowners and residents. He is an award-winning journalist and writer who has written extensively about manufacturing, real estate, management, technology, the building trades and the labor markets.

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TRANSPORTATION Retired home transport professional Jack Million stands aside his Peterbilt rig.

Thanks A Million Setting up a show is different than setting up homes. It's a process that's been refined over the years. By Patrick Revere Photo contributed by Jack Million

J

ack Million spent 47 years pulling mobile and manufactured homes from town to town, state to state, and every year for over three decades he and his colleagues moved and set up homes at The Louisville Manufactured Housing Show. Dennis Hill operates Show Ways Unlimited, the company that programs and manages The Louisville Manufactured Housing Show. “The amount of experience and dedication that it takes to do this work cannot be overstated,” Hill said. “Without the help of these guys getting homes in and out, we wouldn’t have a show.” “Earlier there was a whole lot more of us doing it,” Million said. “It took us three days to get the homes in the building, but we got it down to a day to put them in and a day to take them out.” For many of those years, Million, Mike Freeman, former owner of Freeman Transport, and home installation and setup professional Terry Reynolds worked the show themselves, moving more than 50 floors in and out of the building that cold week in January each year. Jason Silling of Silling and Co., LLC said he met Million in 2017, though he had heard about him for years. He was pleased to join Million and the others in Louisville. “I was working for one of the manufacturers, I think it was Franklin Homes,” Silling said. “I went and set up a couple of houses for them at the show and a couple of guys from Franklin went to Deer Valley so we helped them and another manufac18 | MHINSIDER™ • 2020 BUYER'S GUIDE • MHINSIDER.COM

turer the next year. That’s one of the great things about the Louisville show, during the setup and break down days you get to do a lot of networking and find out how other people do things. “It’s kind of fun because these are people you see once a year and it’s great to catch up,” he said. Silling said as much as Show Ways and The Louisville Manufactured Housing Show team appreciates them, the feeling is mutual. “It’s kind of nice to get a break from the cold and wet that time of year and go inside for a couple of days,” he said. “We have some fun. I brought in an extra crew and we set up eight or ten homes and went out together each night and really just had a good time. We look forward to it every year.” For Million, 2019 was the first year in decades he hadn’t worked the show. He also shuttered his business, Million and Million Relocation. “I really loved the work, and as time went on, even when it got harder, I loved it more,” Million said. Still, it was time to retire. Million preferred long-haul to short-haul work. The longest run was 2,600 miles. “I picked up from New York and went to Tucson, Arizona,” he said. “My biggest moneymaker was Cincinnati to Los Angeles and I did that twice. I took the deck and the barn the first trip with my old truck, left it all and got on a red-eye flight home and then loaded up again with the home and did it again.” MHV


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Photo Courtesy of UMH Properties

Why Off-Market is Off-Point for Mobile Home Park Owners The Truth About Off-Market Deals By Kevan Enger

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n the last three to five years, favorable trends and market conditions have drawn attention to the mobile home community sector, prompting a pioneer-like land-run for mobile home parks across the country. Institutional and individual investors jumped on the bandwagon, driving up demand and prices, and creating a seller’s market. The convergence of interested parties, however, prompted many individual buyers to go directly to the seller to try to circumvent the competition and score an

off-market deal. While the term “off-market” has become a buzzword, the actual deals often end up being a bust for sellers, buyers, and the market. In this article, we will dig in to see why, take a closer look at the real-world dynamics of the market, and analyze the bottom-line impact of these transactions. But first, let’s define what off-market and on-market transactions are. continued on next page

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On-Market and Off-Market Defined

by inviting vetted potential buyers looking for the type of asset An off-market property is a property that is not publicly you are offering to bid and compete for the property. Many listed for sale. An off-market transaction is typically one where sellers who want to discreetly sell their property opt for this the buyer and a seller negotiate directly with each other, with choice. It is an option, but only when the seller is represented each party responsible for conducting their own due diligence, by a seller-focused broker who has an understanding of the organizing and gathering the proper financials, vetting each true market value of the property and is willing and able to other, and managing the sale toward a closing. create strong demand from multiple motivated sources and a An on-market property is one where the asset is publicly competitive bidding process for the property. listed and marketed for sale In some cases, there may be by a licensed on-market an off-market broker involved commercial real estate broker, in an off-market transaction. typically appearing on the An off-market broker is a “As a seller, you may be enticed by commercial multiple listing broker that primarily focuses the prospect of an off-market deal services, such as Costar and on off-market properties. Loopnet, among many others. As such, they typically only and no commission… However, The broker also typically will offer the property to a very market the property to their small stable of buyers, those an off-market transaction own database of brokers and who they directly represent, puts you, the seller, at a potential buyers, on social limiting their options and any media, through advertising, competitive bidding processdisadvantage in negotiations.” and by reaching out to their es. Their objective is to keep contacts in the industry. the property off-market and –Kevan Enger, Capstone MH In an on-market transacto sell the property to one of tion, an on-market broker, their represented off-market preferably a seller-focused buyers. The reason for this is broker, is responsible for pricing and marketing the property, that they are able to make a higher commission by selling to a dealing with and vetting potential buyers, organizing and buyer they directly represent. sorting the financials, and managing the sales process to a In comparison, an on-market, seller-focused broker, is one that successful closing. More importantly, they also are responsible focuses on selling properties in the open market, marketing the for obtaining the highest possible price that the market will property to all potential buyers -- whether they represent them support for the property. or not. Their objective is to generate interest in the property, It is important to note that a seller-focused broker — meaning create a competitive bidding process, find the right qualified one that is representing the seller — can, in fact, promote and buyer, and sell it at the highest possible price and best terms. sell a property off-market, yet create a competitive environment

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They do not limit their marketing and sales efforts to their small stable of represented buyers. Now that we have defined the terms, let’s take a look at the real-world dynamics of each of these types of transactions.

The Real World Dynamics

As a seller, you may be enticed by the prospect of an off-market deal and no commission, especially if you’ve built a rapport with the prospective buyer. As a business person, I understand that instinct. However, an off-market transaction puts you, the seller, at a disadvantage in negotiations, delves into areas that may be outside of your expertise, and can ultimately cost you hundreds of thousands of dollars in profit. While negotiating your own deal directly with the buyer may feel like you're gaining greater control of the process, you’re in a disadvantageous position from the beginning. This is because off-market deals are designed to eliminate the competitive bidding process that can drive up the property’s price. The buyer knows they have no competition, that no other buyer is vying for the property. As a result, they may not be as motivated to pay more. The only person a prospective buyer is competing with in an off-market deal is the seller in a tug-of-war over price and position, to see who will give in more. The parties have opposing objectives. The buyer’s objective is to purchase the property at the lowest possible price, while the seller’s objective is to sell it at the highest possible price. In an on-market deal, several potential buyers are competing for your property by bidding against each other, increasing the property’s perceived value and desirability, and allowing the buyers themselves to increase the final selling price. It's the exact opposite of an off-market transaction. More importantly, in an on-market deal, you would have your seller-focused broker working for you to ensure that you not only achieve the highest market price for your property but that you have a smooth and professionally managed transaction from beginning to end to successfully close the deal. To do that, look for a seller-focused broker that will: • Provide you with a broker opinion of value (BOV) which, unlike an appraisal, offers a quantitative and qualitative analysis of the property and the opportunity. (See sidebar for an explanation of the difference between a BOV and an appraisal.)

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• Dig in and position the property to optimize its desirability to the investor community, understand the

property’s upside, and broadly market it to all buyers to maximize price and terms through competition.

• Identify how you can increase the actual and perceived value of your property to achieve the highest

number of qualified prospective buyers and the highest possible sales price. • Carefully vet prospects expressing an interest in your asset to ensure time is not wasted on unqualified parties. continued on next page MHINSIDER.COM • 2020 BUYER'S GUIDE • MHINSIDER™ |

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Photo Courtesy of UMH Properties

While a seller may receive multiple expressions of interest or even offers, not all prospective buyers may qualify to purchase or even understand the potential acquisition. An experienced seller-focused broker will know which questions to ask to vet out unqualified buyers.

• Ensure due diligence is being conducted to avoid surprises. Sellers often get retraded (i.e. have to have

their contract renegotiated) in off-market transactions for basic points that could have been addressed up-front by a broker who knows what questions to ask and what to look for. There are a myriad of moving parts that are unique to manufacturing housing communities, in the park itself and for buyers and sellers. A qualified seller-focused broker will

THE DIFFERENCE BETWEEN A BROKER OPINION OF VALUE & AN APPRAISAL It is very important to distinguish that a broker opinion of value is intrinsically different from an appraisal. An appraisal looks at past sales of local comparable properties, the physical nature of the subject property, as well as the rental income and the property’s general financial health. A broker opinion of value (BOV) does all of that, but adds market conditions and local market and industry knowledge to factor in the opportunity the property presents in its current state as well as the potential value. The potential value takes into account emerging opportunities as well as the potential if the broker’s expert recommendations are implemented to raise the perceived value and thus the price, of the property.

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work to ensure that the buyer and lender are considering the essentials as well as potential hurdles in the underwriting process. This due diligence will help limit potential surprises once you are under contract.

• Work with you and your attorney to organize and update your files, financials, and other important documentation to deliver accurate information to you, the prospective buyer and their representation. • Act as a buffer between you and the prospective buyers, giving you greater leverage.

• Bring their years of expertise to the negotiating table. It’s important for sellers to keep in mind that while they are a seller in this transaction, their primary job hasn’t been selling properties. It’s been being a landlord and running a successful community. That is their area of expertise. In fact, it is often the first time they sell a property. In contrast, an experienced seller-focused broker does this for a living. This is the area of their expertise. As a seller-focused broker, I have negotiated hundreds of deals in my decade in the business. Look for a seller-focused broker who has extensive experience in the industry with a track record of success. Furthermore, sellers aren’t the only ones at a disadvantage in an off-market deal. While buyers may think an off-market deal is the best way for them to secure a gain, many often find that the amount of time it requires to gather accurate and up-to-date financials, conduct the due diligence directly, get a handle on utilities, and try to find and avert hidden pitfalls is all-consuming. As a result, most of the more sophisticated groups are opting to work directly with on-market or seller-focused broker representation to avoid potential landmines and ensure a smooth and professionally managed process by a reputable firm. They understand that times have changed and that the perception that mobile home park brokers are not able to underwrite deals is a thing of the past.


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The Bottom Line Impact

Off-market deals have always been a part of the market, but since prices have increased in the last couple of years, this activity has dramatically increased. As a result, more off-market deals have inevitably gotten done, likely costing each seller hundreds of thousands, if not millions of dollars per transaction. In my personal experience of working with off-market opportunities that we have taken on-market, we’ve seen an average increase in sale price of approximately 25% — more than making up for the commission paid on the deal.

Here are two real-world examples.

• A mobile home community owner operated five parks in the Southeast with a total of 525 sites. For the past 10 years, he had been approached multiple times by different prospective buyers with offers to purchase the property. The highest offer he had received was $18 million. Upon being retained by the seller, we recommended several strategies to increase the perceived value of the portfolio and conducted a comprehensive national marketing campaign to broadly promote the property. We received multiple bids from qualified buyers and the property closed at $23.5 million, representing a premium of more than 30% or $5.5 million over the off-market offer. • In another deal, an owner in Texas was working with a local broker to dispose of his 325-site property for sale off-market.

The highest offer they had received was $17.5 million. After contacting us for a broker opinion of value, he retained our firm to market and sell the property. We currently have the asset under contract at $20 million -- a difference of approximately 14.3% which amounts to $2.5 million. As you can see from these examples, the impact is significant for the seller and subsequent generations.. However, the seller and their family aren’t the only ones impacted. When an owner sells at below-market pricing, both they and the market lose. The transaction adds a comparable sale to the area that is lower than the market would support. This negatively impacts the potential value for other sellers. All-in-all, while off-market deals can be alluring, a closer look reveals the real-world dynamics, and more importantly, the significant impact on a seller's profit. That closer look causes the allure to wear off quickly as mobile home park sellers realize that for their bottom line off-market is simply off-point. MHV Kevan Enger is a partner and manufactured housing director for Capstone MH. He specializes in helping mobile and manufactured home park property owners position, market and sell their properties to maximize returns. Call him at 407494-8541 to discuss current listings or to determine if now is the time to sell.

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Events, Activities Provide ‘Sense of Belonging’ in Community Culture By Patrick Revere Photos Courtesy of RHP Properties

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HP Properties has 257 communities in 27 states, and among those properties there are thousands of residents who look forward to community events and activities each month. Lifestyle Director Allison Sucher oversees all of it. “Communities are expected to host at least two corporate-sponsored activities each month,” Sucher said. “Throughout the process, I assist the community manager with event planning and procurement, and with getting feedback about what works best for residents and what we can do better. “There is a lot going on at RHP communities and the events are a big part of building that sense of belonging and true community,” she said.

Setting the Stage for Great Events

RHP Properties has two types of corporate-sponsored events, “RHP Together” and “RHP Social”. Each community chooses one of each for the month’s programming. “The RHP Together events are a little smaller, but are a great way to meet. It’s something like a breakfast at the clubhouse,” Sucher said. “The RHP Social events are a bit larger, something like a movie night or a summer barbecue.” They branded all the events and created tool kits for each one during 2018 and early 2019. “When we scanned all of the events we were doing, we were able to put everything into one of those two categories and created tool kits for about 30 themed events in each category,” Sucher said.

So, community managers can look at a “buffet” of potential events, and choose about 30 percent of what’s available in a way that would be most beneficial and enjoyable for residents of their specific community. The community managers each ma ke a ca lenda r of events that Sucher reviews and sends back with recommendations, observations, and the associated tool kits. She also goes out to communities across the countr y to check on existing programs and to help launch new ones. “I’m actually flying out west tomorrow,” Sucher said, heading to Utah, where RHP Properties owns nine communities. ‘It’s mostly in the Salt Lake area, and what we’ve done is partner with a group called Operation Gratitude. continued on next page

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“Residents write letters to military personnel and first responders,” she said. “Those letters are sent to Operation Gratitude in California and they put the letters in care packages that are then shipped out to recipients.”

Programming 55+ Communities in Florida

of programming is central to that effort,” he said. “All of the activities are a very central part of everything Sun Communities does.”

Managing Community Events by Region

Kristi McGovern, public relations director for UMH Properties, said each of their regional managers oversees events and activities within their territory. UMH has been in an assertive acquisition phase, programming events

Brandon George of Sun Communities programs events and activities for 55+ communities in Florida. A lot of 55+ communities have homeowners associations that contribute to the programming, and the bigger “Lifestyle Communities” have HOAs with event and activ ities committees that prog ram for the residents. “A lot of time they’ll –Allison Sucher, RHP Properties Lifestyle Director fund the programs themselves, but the corporate offices in Southfield, Mich. will always contribute, even if it’s a program outside of their immediate purview,” George said. “In general, what we try to do is have t he ma na ger of a community put a list of activities together usually quarterly, along with general onboarding for many but sometimes monthly, and that allows of its new communities. us to contribute on a regular basis.” “We give everyone the option to do But Sun Communities has its signaevents, so it’s not mandatory,” McGovture events, too. They are gatherings ern said. “But typically by the time we that have become a staple of community have a community for the third year, living among its residents. they’re doing events.” “In the late spring we do ice cream UMH gives managers free reign socials in many of our communities,” on proposing events, but a pair of he said. “About that time of year we’re themed events seem to have caught getting pools open so it’s a nice thing to on across all eight states in which the do when all the kids are eager to get out company operates. and go swimming.” “Everyone does a Veterans Day event,” George said Sun encourages residents McGovern said. “They invite everyone in to get together any chance they have. and usually do lunch or coffee. We have “We want them to build the comresidents do cards for the local veterans, munity and be active and this type and all the residents get American flag

pins that they bring to veterans at the local VA hospital.” The other event that’s caught on is the back-to-school gathering. “We have community managers reach out to the local school districts and ask for a list of needs. The managers also work with manufacturers and area services suppliers, such as the cable company, and pool resources to get all the items on the list,” McGovern said. “We get backpacks for the students and load them up with the school items we’ve collected.” Another popular event idea is a resident-appreciation d ay t hat i nvolves grilling hot dogs and burgers and raffling off promotional items like duffel bags, insulated mugs, phone chargers and other popular household items. “A lot of managers like to do a trunk or treat for Halloween or a Thanksgiving dinner, and we handle those on a case-by-case basis. There’s actually a form we send out at the beginning of the year to capture all of those ideas so we can get prepared and budget for it,” McGovern said. “We know by Nov. 1 what events are going to be run at each community that next year.” Those are the in-community events. But UMH encourages its managers and residents to gather and contribute to the wider community as well. “Attending the county fair is a pretty regular thing. It’s so great to bring a home out and connect with a whole bunch of people who might not otherwise see what we offer. It's effective marketing. "People are always surprised by how nice our homes are," McGovern said. MHV

“I’m always excited to hear from residents their impressions about the activities we sponsor and promote in our communities.”

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“Maria’s passion and ability to connect with people truly exemplifies her commitment to not only our industry, but the people she interacts with on a daily basis.” –Lesli Gooch, Chief Executive Officer, MHI

Newport Pacific's Maria Horton with her son, Patrick, a former drift racer.

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Life IS the Fast Lane for Newport Pacific’s Maria Horton by Patrick Revere

I

f you want to keep up with Maria Horton, go ahead and work on your cardio, but prepare yourself to watch her pull farther and farther ahead. Ask her son Patrick, a former drift racer and current instructor at the Porsche Experience in Carson, Calif. “She is definitely hard to keep up with. She has a lot of energy, is always the life of the party,” he said. “She’s always somewhere, always talking to people and making friends. That’s just who she is.”

Miles and Miles With Maria

Maria Horton is the marketing director and a regional manager for Newport Pacific, a provider of third-party and fee-based management services for manufactured home communities. She lives in Garden Grove and works in Irvine, but at any moment can be found anywhere in Southern California, or elsewhere. “I am a Rapid Rewards flyer with Southwest. I have 743,762 miles on Southwest and I’m at Silver Medallion status for Skymiles with Delta, too,” Horton said. “I love to travel, and in addition to my travel for work I’ve been to Canada, Mexico, Europe, and Asia. “Part of the love for travel is that I love languages, and speak Spanish and a little French, too,” she added. “In school, I took Latin, French and Spanish and at one point I worked in the same building as the Korean consulate in Los Angeles and would ride in the elevator surrounded with people who were willing to teach me the Korean language a bit.” So, with all of her 700,000-plus frequent flyer miles, what does Maria Horton do when she’s out bounding around? She goes to industry conferences and trade shows, serves on planning and advisory boards, visits communities, engages in education for certifications or simply for the sake of learning. But, more than anything, Maria Horton travels to see people and meet people. continued on next page

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Maria Horton’s Professional Credentials: • Certified Apartment Manager (NAA) • California Certified Residential Manager (State of California) • Association Management Specialist (CAI) • Certified Manager of Community Associations (CAMICB) • Manufactured-Housing Community Manager (WMA) • Manufactured Housing Manager (EducateMHC) • City of Carson Rent Control Board member • City of Costa Mesa Mobile Home Park Advisory Committee Member • California Manufactured Housing Institute Member

“I have always been a very high-energy person,” she said. “I really get energized by people, relationships, attending and achieving. Achieving is everything for me. I think it may be a little bit of making up for lost time, even after all these years.”

The Making of Maria Horton

Maria Horton’s grandfather Kenji Inomata was born in Kashiwazaki, Niigata-ken, and came to the states in the early 1900s and joined the U.S. Navy, which allowed him decades of international travel, to learn the language and gain a pension. He was promoted, got married and became a naturalized citizen. When the U.S. entered World War II, Maria Horton’s grandfather and his family were spared encampment because of his service for the top admirals in the Navy. They were guarded at home, confined during the day and escorted at night to ensure their safety. “It’s an astonishing story that my brother put in a book on our family,” Horton said. “It was still Los Angeles in the ‘40s, so they never had an easy time, but if it hadn’t been for those concessions made by the U.S. government I likely wouldn’t be here. I was told many stories of their bravery, as I was not yet born at this time.”

Inomata is recorded as the lone Japanese National male of record in U.S. history to gain an honorable exemption from incarceration in America's World War II Japanese concentration camps. “Japan and Mexico are dear to my heart,” Horton said. “My mother’s father used to collect rents in Mazatlan, Sinaloa, so, see, maybe I was meant to be in this industry?” Her mother, who was French, German and Basque, came to the U.S. from Mexico in late 1929 after the death of her father, Alberto Lizarraga. Her grandfather was already living on Bunker Hill in Los Angeles, because he had escaped from jail in Mexico for being a follower of Francisco Madero, who advocated for social justice and democracy. “If you were a Maderista and were educated and could write letters and rally populist ideals, they would just put you in jail,” Horton said. “That’s what they did to him. His sister came to visit and snuck him some women’s clothes. He was able to disguise himself and sneak out, making his way to L.A."

Coming of Age in Los Angeles

Horton is the eldest of five children, raised by her mother and stepfather, Gustavo Lopez. She was educated in private schools, she is a huge Dodgers fan, and always has been someone who looks out for others.

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“When I graduated from high school I was expected to go to work. My father got me a job at the phone company, because that’s where nice girls went to work. But I was going to college too, to West L.A. College,” Horton said. “My neighbor said I was too smart for that and wanted me to go to Pitzer College. She urged me to fill out an application and I got a letter that I had a full scholarship. My family, though, said I was needed at work and home, and this and that, so I stayed at home. I was a bit attached to everyone at home too, honestly.” But the thought of an opportunity missed lingered. It was a powerful, formative thought. “That’s when I said I was going to achieve, whatever it was, to take the next step,” Horton said. “So when I got into this industry I just saw all kinds of opportunities to get new certifications and fill that need to move up, to achieve, to learn. “That energizes me nearly as much as the interpersonal stuff, and serves me well in all that I do for Newport Pacific and the industry,” she said. “Along with being the public relations person for my company, when not on the road I also am a regional manager overseeing three properties for the company. There are two all-ages and one 55+ property under my care, all three are in Southern California,” she


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said. “They take a great deal of attention to detail. Every resident relation event I attend and am involved with, and I oversee all finances, creating budgets, I handle capital improvement projects, and I work with the managers to ensure they have the tools needed to operate these communities.” Horton has spent nearly 15 years traipsing the national housing circuit for Newport Pacific. “This is where I was allowed to really get so much education about the industry,” she said of her current position. “I began taking certification classes on running HOAs, managing mobile home parks, apartment management, and others. I was attending the national certification trainings and working on boards and commissions locally. “There are HOAs all over the world, condo associations everywhere, and I’ve met people from here to Brazil who are very serious about these certifications,” she said. “It’s important work, and many

of the certifications are difficult to obtain and require continuing education, which I’m happy to participate in.”

The Newport Pacific Family of Companies

Newport Pacific owns and/or operates 125 manufactured home communities, RV parks, apartment complexes, and condo development in 15 U.S. states and Canada. In addition, the company consults with homeowners associations. “I speak to potential clients. When we get a message inquiring about services I answer as much as I can, spend some time on the phone or offer to get together for a meeting,” she said. “I take referrals for fee-based management when I’m at conferences and meetings, and I also speak at these conferences on property management, rental, infill, energy efficiency.” Third-party and fee-based management are services in high-demand with many new manufactured home

community owners and investors looking for experienced industry management professionals. In 2018, Horton was honored by the California Manufactured Housing Institute with the Chairman’s Award, presented to her on that day by Stegmayer, the longtime friend and colleague from Cavco. “She’s been a tremendous supporter on both the state and national levels in addressing regulatory housing and residential finance issues for manufactured homes,” Stegmayer said. “And she’s done all of this in a very professional way. The Chairman’s Award was our way of honoring Maria for her hard work and dedication. “She really does go everywhere, and she does a lot for the industry. Both she and Mike Sullivan of Newport Pacific do a lot for the industry,” he said. Stegmayer said all of Horton’s credentials and accomplishments are put toward the following day's objectives, and continued on next page

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that it always comes back to a sensibility that may be the most important skill of all. “I think Maria is a great relationship person,” he said. “She builds long-lasting relationships. Looking long term is a plus in my book, and she doesn’t ask for much. She really cares about her communities and just wants to learn and study, whether it’s on management, or lending or whatever the issue.” More than anything, Horton said she sees how she’s become an idealist when it comes to ways she can productively help people. Jess Maxcy is the executive director for CMHI. “Maria was honored not only for her enthusiastic support of our industry in California, but also for her contributions nationally,” Maxcy said. “Her positive attitude can turn difficult situations into pleasant experiences. Her passion for our industry is obvious and contagious.” And she revels in her ability to contribute, to travel, to meet new people and see friends she’s made during her years in the industry. “I am a single parent with a grown son. I can go anywhere and do anything at the drop of a hat. If I’m asked to attend or speak, I’m there,” Horton said. “And the people in this industry are really the

nicest, kindest people. Everyone is so warm and welcoming, so what I put out I get back. It’s a blessing.”

When in Los Angeles...

Horton had been working for Pacific Bell for several years at the time 411 directory assistance was introduced. But, the phone utility soon learned it had a problem to solve. Too many people were skipping the old phone directory and simply placing a 411 call to get a phone number. An agency was hired to shoot a commercial, and as advertising and production executives strolled among the operators, guess who stood out? Horton agreed to do some screen testing, and they chose her to be the spokeswoman for the new “$55 Million Telephone Call” campaign, a reference to the cost of telephone directory lookup. “I know how often people call for numbers already listed in their phone book,” Horton said in the commercial. “That extra service costs over $55 million a year, so if you care about the cost of your service, use the book. Whenever you can’t, we’re here to help.” From the commercial, to a recording studio shot on the cover of the June 1974 edition of Pacific Bell Magazine, Horton carried a bit of celebrity status in a city

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made of stars. She moved to the retail side and sold phones to USC and Los Angeles Rams football hero Pat Haden. She dined and hung out in West Hollywood, including at Ma Maison, where Wolfgang Puck made his name. Of the many A-list clients at Ma Maison -- Burt Reynolds, Elton John, Fred Astaire, Jack Nicholson, Marlon Brando, Ringo Starr, Rod Stewart, Stevie Wonder -- Horton mentions one in particular; Bianca Jagger, the Nicaraguan-born social activist and former wife of Rolling Stones frontman Mick Jagger. “I had such a good time growing up in L.A. and experiencing all of this,” said Horton, who also took up small side jobs at the film studios. “I’d run into Anthony Hopkins, Dustin Hoffman and others at Gelson’s market in Pacific Palisades... They all lived there and still do. It was like ‘Whoa, look who’s here!’” Horton later put in time as a sales representative at Castaic Brick, and worked for publisher Price Stern Sloan, and then a medical magazine publisher called Canon Communications. In 1988, she married her first husband, a laser physicist, and they had a baby together. They remain dear friends and devoted to the son they share. “He is so near and dear to my heart,” Horton said of her son Patrick.


When her son was old enough, she went to work for Los Angeles Unified School District. “My son was at a top-notch school at the time, a charter school, and Los Angeles schools wanted me to come work in special education,” she said. “So I went to work there for several years. It was good to be near my son and to work with young people.”

An Entry to Manufactured Housing Community Management

The marriage with Patrick’s father lasted five years. She would marry again, a tax accountant, in 1995. That marriage would last through 2003. At that time she understood, as a single mother again, she would need to fully re-engage in business. “My friend was working for Les Frame Management,” Horton said. “Clint Lau, who was the owner, needed an assistant in the office. He’d just been named as director of WMA, and was going to be out of the office quite a bit. This company offered me the first glimpse of what this industry is about. I was sold, as I saw this as an avenue to help people and feel a sense of accomplishment.” Maria not only promotes Newport Pacific’s services, she promotes the industry and manufactured home community living as a whole. Horton said today she continues to be most motivated by talking to people, by learning, by reaching out and offering help. “I love making a difference in the lives of my residents. I do my best to offer them a lifestyle in a community that makes them proud,” Horton said. “I am so fortunate to make a difference in the lives of so many people and touch their hearts at resident events or park visits or even on the phone. “Just listening sometimes makes all the difference, creating a situation where someone feels heard and is connected,” Horton said. “The old phone company saying stands - ‘Reach out, reach out and touch someone.’ So, I do.” MHV

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TRENDS / INSIGHTS

2020 Vision Are You Focused on the Future? By Suzanne Felber

Photos Courtesy of Lisa Stewart Photography

H

ave you had your vision checked lately? 2020 is upon us. Our farsighted clients are already evaluating and fine-tuning their business models to be able to take advantage of the surge in interest in affordable housing. When I trademarked the term Lifestylist® over 20 years ago, I had no idea how relevant it would be. We’re evolving from a society obsessed with “owning” things to impress our friends and family to being more lifestyle-driven, a people more likely to prefer a game night at home then overspending on luxury brands.

There are significant changes coming in how customers first consider factory-built housing, and in the type of experience they expect when they start to investigate. Somewhere, a new customer is typing in their first factory-builthousing-related Google search. The great news is they’re coming to us open-minded. They want to be educated on what factory-built housing is all about. Here is how to prepare for and thrive in the New Year. continued on page 41

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continued from page 39

Experiences

When I was working in a new model home a few weeks ago, I noticed that the regional manager for the company was there walking the model homes with the sales team. He was giving them ideas on how to share the features and highlights of each home. One of the things he stressed with his team and with myself is that he wanted the homes to have “memory points” and themes. Consumers would have a way to remember that home above the others. Creating an engaging, educational, and even fun experience can help set you apart from the competition. Think about how many homes a customer walks through during the buying process. Not just at your retail center or community, but at the competition's as well. Highlighting lifestyle in your homes is a great way to get your buyer excited about this significant life change.

Stick a Pin in It

Pinterest has been around for 10 years, but more and more it seems to be the social media platform homeowners spend their time on. Pinterest is full of do-it-yourself how-tos, home decorating ideas, and projects that consumers “pin” to idea boards. Highlighting the design details is a great way to gain more traffic and interest in your homes and your website. We share a lot of photos of our “mobile home makeovers” and it’s incredible how popular those images have been. The key to driving traffic with Pinterest is to share pictures from your website, blog, or social media. When someone clicks on the image on Pinterest, they will be directed to that site. Tailwinds is a subscription app that makes it super easy to be active on Pinterest and gives you insightful analytics to see what traffic you are creating and where each visit originates.

touch with them after the sale to not only make sure that they’re happy but to ask for referrals? In the coming years, we will see consumers become more skeptical of paid advertising. We will all rely more on sources that our friends and family have had a great experience with. There is an old saying - out of sight, out of mind. That could not be truer when talking about referrals, unless you’ve had a bad experience. Bad experiences tend to stay fresh in our minds. Reaching out to let customers know that you care and you appreciate their business (and referrals) can make all the difference in your future sales.

Shopping the Competition

It used to be considered bad form to “shop” your competition, but as we move into a new decade, more than ever, knowledge is power. If the competition is successful, you can be sure that they know your strengths and weaknesses, and you need to know theirs. Another great tool is having a friend or family member shop your retail center or landlease community. We can all get jaded about our products and what we offer. Ask someone with an unbiased eye to go through your customer experience and give you a candid report on how it went. They may be able to see strengths and weaknesses that you miss.

TRENDS / INSIGHTS

Get Tribal

Social media has made it possible to meet and interact with people who have like interests, even if we never meet in person. LinkedIn and Facebook make it possible to belong to groups with common interests. What’s great about these is they don’t need to be public - they can be accessed by invitation only. Invite people who are interested in your homes, or who live in one, to join a group you moderate and gain valuable insight.

Google Me

Do you have your business listed with Google My Business? This platform is a way to get in front of potential clients and let them know what you are all about. And one of the best parts is: it’s free! After you have your business verified, Google will add you into search and maps, allow you to do blog postings and add photos that consumers see when they Google the name of your company. It also makes it easy for them to review your business, and when they do, you get an alert so you can respond to their review.

Did We Mention That All of This is Free?

Oakwood Homes in Conroe, Texas, is doing a great job of using this service. They have a sign in front of their retail center that shows their Facebook and Google ratings that changes when their continued on next page

Happily Ever After

Do your interactions with a buyer end the moment you give them the keys to their new home? Or do you keep in

Oakwood Homes of Conroe shares their Google and Facebook ratings at the front of their home center. MHINSIDER.COM • 2020 BUYER'S GUIDE • MHINSIDER™ |

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continued from previous page

Quotes tastefully placed in a model home can create memory points.

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ratings change. What a great way to let potential customers know that you are paying attention to the reviews that customers have written about you. Now is the perfect time for a check-up for your business, and to think about where you want your business to be in the future. There is no reason to wait until New Year's Eve to make your resolution. Try using some of these tools now and be ready to thrive in 2020. MHV Lifestylist Suzanne Felber has been active in the housing industry for over 30 years. Felber realized that factory-built housing was the housing of the future, and has been actively working to promote the lifestyle ever since. She started American Housing Advocates as a way to share the great news about manufactured housing. To learn more about her work, visit www.lifestylist.com and www.americanhousingadvocates.com, or read her @lifestylist social media posts.


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TRENDS / INSIGHTS

How to Buy Digital Marketing & Website Design Services By Mark Dollan

I

t’s no secret that a company’s online marketing plays a significant role in the organization’s ability to attract customers. But sometimes hiring the right staff or contractors to perform those duties can feel overwhelming. For anyone who has little-to-no experience building websites or running advertising campaigns online, it can be hard to know where to start or what to look for in a professional marketer or developer. To make matters worse, the latest “make money online” craze is starting a digital marketing agency. In the past couple of years, there have been countless online courses sold to complete novices, promising them an income of six figures or more with no experience necessary.

The result is an inf lux of unskilled, self-proclaimed “marketers” entering the industry, selling websites and marketing services they have no idea how to fulfill. Instead, they outsource the work to a third party and hope for the best. To help our readers navigate these tricky scenarios and find the qualified marketing help they need, we have compiled the following tips and techniques. Using these insider tactics during the hiring process will separate the professionals from the pretenders. By identifying who is capable of generating results consistently and who the amateurs are, marketing budgets will be allocated wisely and results will be easier to obtain. continued on page 47

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TRENDS / INSIGHTS

continued from page 45

Buying a Website (or Website Redesign)

Having a well-planned, professional website is the cornerstone of any digital marketing plan. A website functions as a company’s digital storefront. As such, treat it with the same care and attention to detail as any other customer-facing part of the business. But buying a website or paying someone to redesign an existing site can be tricky for someone who does not know what to look for in a web design service provider. First, it is essential to ensure the critical assets of the company’s new website will be fully in your control. The primary assets to focus on are the domain name (your website’s address), and the hosting account (where your website lives online). Without both of those elements, the site will not function. Far too often, people buy websites not knowing that the website designer controls both the domain name and hosting account. When that happens, the client is vulnerable to all sorts of problems. For example, if the web designer goes out of business or passes away, the client often will lose their domain name and website because they do not own the account. Likewise, if there is a dispute between the client and the web designer, some will hold these digital assets hostage to force the client to capitulate to their desired outcome. Owning the accounts for the domain name and website hosting is the only way to ensure full administrative control over these key assets and to avoid losing access to, or control of, your organization’s website. Also, be aware that some website developers who offer website hosting services do not own web servers. Instead, they buy a block of server space from a larger hosting company (or sometimes rent a server from them) and then resell that hosting to their clients. In that scenario, the web designer owns the reseller account or virtual server, and the client’s website resides within that larger account.

One pitfall of this arrangement is that the client does not typically have direct access to the real hosting company’s tech support. Plus, if the web designer falls on hard times and cannot afford to pay

quickly. A better arrangement would be to pay half of the fee as a down payment, with the balance due on completion. Another way to keep the web designer motivated is to break up the payments

HERE ARE A FEW QUESTIONS TO ASK WHEN INTERVIEWING POTENTIAL SERVICE PROVIDERS THAT WILL HELP REVEAL ANY RED FLAGS OR AREAS THAT NEED FURTHER DUE DILIGENCE • What company will you be using to register my domain name, and in whose name will the account be set up? • Who will you list as the registrant of the domain? • Who will you use to host the website, and in whose name will that account be set up? (If they indicate they will host the website themselves, ask if they use a reseller account or if they maintain a web server of their own). • What are the nameservers for the hosting account? • What content management system (CMS) will you use to build the website? • Who owns the copyright to both the website and its contents? • What contingency plans do you have in place to make sure my website remains online, securely in my control, and otherwise unaffected in the event you pass away or go out of business? the renewal fee on their reseller account, all of the client websites in that account will be shut down. Also, when interviewing website designers insist on seeing samples of websites they have completed recently for other clients or previous employers. Ask questions about what part of the project they did themselves. How long did the project take? Were their portfolio samples custom, or is it an off-the-shelf website theme? And when reviewing their samples, check them on both desktop computers and a mobile phone to see if their designs work well on any screen size. Finally, web designers are notorious for not returning phone calls and taking a long time to complete projects. Never pay for the entire website design project in advance. Doing so gives the developer no motivation to complete the project

based on key project milestones. That way, you’re only paying for work completed to date. Eliminate from your consideration any web designer who does not return calls or emails within 2-3 business days. If they do not respond to your phone calls or emails quickly during the initial sales process, that problem will only get worse after the sale. To avoid waiting months or even years for your new website to be completed, eliminate anyone who does not respond promptly from consideration.

Buying Digital Marketing Services

Lots of people claim to be digital marketing experts these days. And even traditional advertising media like newspapers and radio stations are continued on page 50

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TRENDS / INSIGHTS

continued from page 47

offering these services to businesses in their area. There are a lot of amazing digital marketers available to hire. However, there are also a shocking number of complete novices selling their services as digital marketers who have no idea what they are doing. But, regardless of the type of digital marketing services needed, there are a few ways to identify the real experts from the pretenders. For example, when interviewing potential digital marketing service providers, insist on seeing testimonials and case studies from past clients. Do not rely solely on reading online reviews, which clever marketers can manipulate to their benefit. Established marketing firms will have plenty of case studies they

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are proud to show. Those case studies should include who the client was, what industry they were in, what work the agency did for them, and what the result was. In comparison, novices will have no case studies or testimonials but often will have a clever excuse for why they do not. Or, they may have case studies provided to them by the third-party fulfillment agency to whom they outsource their client work. Those case studies often are devoid of client name or any details beyond the work completed and the results obtained. Likewise, pay close attention to the way the person describes their services and especially how they convey the way their services will benefit your organization. How much detail are they able to provide about how their services work, and the way the platforms they advertise on operate? Are they using common industry jargon in a way that indicates they have experience promoting manufactured housing? And are they speaking with the confidence of someone who has done the work themselves and knows the intricacies involved? Or do they sound uncertain of what they offer and how it works? Finally, what kind of results have they obtained for other clients? The key metrics to focus on are the number of impressions (or views), click-through rate (CTR), and the number of leads/sales generated (conversion rate). With these numbers, it is possible to calculate the return on ad spend (ROAS) they were able to produce. A good digital marketing campaign will generate $2 for every $1 spent on ads. Great campaigns generate 3-8 times the ad spend. And truly exceptional campaigns can produce results as high as 35X or more.

Proper Due Diligence Protects Marketing Budgets

Regardless of the services needed, performing the appropriate due diligence before buying a website or digital marketing services can preserve your marketing budget. By asking the right questions up front, it is possible to find skilled help quickly. And spotting providers who do not have the knowledge and experience necessary to get the best possible return on your investment is easier. After all, marketing is expensive enough without wasting hard-earned dollars on ineffective campaigns or unskilled labor. MHV Mark Dollan is vice president of marketing for MHVillage and a six-time international award-winning marketer. He has been an official judge for the Davey Awards, W3 Awards, and Communicator Awards for more than a decade, and is associate publisher of The MHInsider™.

FOR MORE INDUSTRY NEWS, VISIT

WWW.MHINSIDER.COM 50 | MHINSIDER™ • 2020 BUYER'S GUIDE • MHINSIDER.COM



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ADVOCACY

MHI – Elevating the Industry Through Advocacy, Education, and Engagement By Richard Jennison

A

s the only national trade association representing every segment of our industry, the Manufactured Housing Institute (MHI) is working to elevate factory-built housing among its members, the media, policymakers, and consumers. Through advocacy, events, education, and engagement, MHI and its members are setting an industry-wide standard of excellence and helping families achieve the dream of homeownership.

Advocacy

MHI’s advocacy in Washington ensures policymakers embrace the quality and desirability of manufactured housing and support our industry’s growth. Our organization has earned champions across government who are committed to pushing back against federal regulations and restrictions that burden the industry’s efforts to provide quality, attainable homes.

U.S. Department of Housing and Urban Development Secretary Ben Carson continues to be a strong advocate for manufactured housing thanks to the ongoing outreach by MHI and its members. In recent testimony before Congress about housing finance reform, Secretary Carson stated that HUD is working to address state and local regulatory barriers that hinder manufactured housing, elevate the Office of Manufactured Housing Programs (OMHP) within the department, and explore ways to improve FHA underwriting for manufactured housing. Secretary Carson’s remarks directly reflect MHI’s recommendations and advocacy efforts. During the same hearing, Treasury Secretary Steven Mnuchin reaffirmed the administration’s support for Duty to Serve, a Congressional directive that Fannie Mae and Freddie Mac must affirmatively provide mortgage credit for manufactured housing. This support reflects MHI’s continued and effective advocacy continued on next page MHINSIDER.COM • 2020 BUYER'S GUIDE • MHINSIDER™ |

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ADVOCACY

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before the administration about the importance of a vibrant, healthy secondary market for manufactured housing. So, what does t h is mea n for our members? It means federal support promoting manufactured housing. It demonstrates HUD’s commitment to our federal building code and clearing the path for attainable, factory-built housing. It means supporting the availability of financing for consumers seeking to purchase manufactured housing. It means MHI is producing results. The support of HUD and the administration reflects our continued and effective advocacy for reforms that benefit home builders, retailers, community operators, lenders, suppliers, and affiliated state organizations. MHI and its members are changing the future of housing in America and creating a regulatory landscape that will make way for even more innovation and access to attainable housing.

Educate and Engage

To keep our members updated and engaged, MHI facilitates numerous networking opportunities throughout the year, including member-only meetings, industry-wide events, and educational programming. In 2019, more than 2,400 industry leaders attended seven MHI

events designed to create connections and involve our members. Below is a snapshot of what you can expect at some of these events:

MHI Winter Meeting (Feb. 16 – 18, 2020, Hilton Nashville Downtown, Nashville, Tenn.) A members-only business meeting that provides an opportunity for MHI members to network, exchange information, hear about the latest housing trends, and learn about industry issues. During the three-day meeting, various MHI boards, divisions, and councils meet to discuss high-level issues and set the strategy for the coming year.

MHI Congress & Expo (April 6 – 8, 2020, MGM Grand, Las Vegas) The premier industry event of the year, MHI’s Congress & Expo offers our members and sponsoring companies three days to network and connect with some of the most successful professionals in the industry. Attendees will immerse themselves in top-quality educational workshops, an expo floor with over 120 booths, networking receptions and pre-event forums focused on existing manufactured home communities and developing with manufactured homes.

MHI Summer Legislative Fly-In Every year, MHI members from across the nation descend on Washington, D.C., to participate in MHI’s Legislative Fly-In. This two-day program provides members the opportunity to visit Capitol Hill and meet with their U.S. Senators and Representatives in person to discuss the benefits of manufactured housing.

MHI Annual Meeting With more than 150 attendees, the MHI Annual Meeting is the largest membership meeting of the year. The event provides an excellent opportunity to exchange information with industry colleagues, stay current on housing marketplace trends, and attend the board, committee, and division meetings. Every year, industry leaders are honored with the prestigious MHI Chairman’s award, the State Association Executive of the Year Award, the Frank Walter Standards Award, and the Jim Moore Excellence in Communications Award.

National Communities Council (NCC) Fall Leadership Forum The NCC Fall Leadership Forum is the only strategic, executive-level event of the year. With more than 420 attendees, the Chicago-based meeting is geared toward MHI-member community owners and managers who represent

Moving forward with the rich 50-year tradition of planning manufactured home communities and recreation vehicle resorts, including their image and amenities. • • • • •

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54 | MHINSIDER™ • 2020 BUYER'S GUIDE • MHINSIDER.COM


ADVOCACY

over 610,000 community sites across the country, as well as manufacturers, service providers, brokers, lenders and consultants. The meeting offers strategic content to explore new ideas, examine new trends and a unique perspective not found at any other industry meeting. In addition to our annual events, MHI offers members a variety of educational opportunities and accreditations through the Manufactured Housing Educational Institute (MHEI) – each tailored to suit individual segments of our industry. In 2019, we launched a new and improved online training system for manufactured home installers in 30 states. Our Accredited Community Manager (ACM) designation was created to elevate and distinguish our community manager members and is available in-person or online. MHI also holds a variety of educational workshops and makes presentations at dozens of state association meetings and other industry events across the United States. We also offer webinars to expand and grow industry knowledge on a diverse range of topics including fair housing, government affairs initiatives, and much more. There are so many reasons to join the more than 900 members who support MHI’s mission to create new opportunities and move the industry forward. MHI is delivering tangible value and results for its members so they stay ahead of the momentum and thrive. We invite all members of the industry to join MHI and help us carve the path toward a more accessible housing market and brighter future for our industry. MHV Richard Jennison is the outgoing president and CEO of the Manufactured Housing Institute, the only national trade association that represents every segment of the factory-built housing industry.

Federal Housing Finance Agency Director Mark Calabria talks with Dr. Lesli Gooch and Richard Jennison of MHI in June 2019 during Homes on the Hill in Washington, D.C.

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THE ALLEN LEGACY

continued from page 58

southeast community owners, formerly known as the Super Symposium, a name coined by former IMHA/RVIC executive Jim Keller. The event is held each year in Atlanta, Ga. This past fall’s meeting was heavily educational, offering superb interpersonal networking opportunities, featuring dozens of vendors and with a top-tier list of presenters. What makes SECO unique is its 501 C(3) status, and that during its decade-long run it’s been planned and hosted by a dozen community owners who work year-round to facilitate a valuable venue for owners of small and midsize communities. More than 500 professionals attend each October, and a significant portion of conference income goes toward the SECO Veterans Assistance Program, which helps veterans who live in landlease communities throughout the U.S. In times of business turmoil and crisis, the manufactured housing industry, including its land-lease community

segment, rises to challenges at hand. While MHI and the Manufactured Housing Association for Regulatory Reform (MHARR) often take the lead in such matters, 100-plus land-lease community owners/operators seized the initiative on Feb. 28, 2008 during a National State of the Asset Class (NSAC) caucus, held on-site at Fountainview Estates, a community in Tampa, Fla., agreeing to five strategies and action areas intended to preserve the business model. A year later to the day, another 100-plus HUD-code housing manufacturers and community owners/operators convened the NSAC-caucus at the RV/ MH Hall of Fame in Elkhart, Ind., to agree on a manufactured housing design better suited to community siting and with durability-enhancing features to reduce turnaround time between buyer and renter tenancy while keeping rehab costs to a minimum.

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What Were the Results?

The Community Series Home was named later that year by consultant Don Westphal. The 24% of new HUDcode home shipments going into communities during 2009 jumped to more than 40% by 2016! Now it appears there may be a need for a third NSAC caucus, sometime in early 2020 to strategize how to combat pending national rent control legislation. National advocacy for land-lease communities increased from one (MHI’s NCC division) to two during late 2018 when the National Association of Manufactured Housing Communities (NAMHCO) was formed as a national lobbyist for the real estate asset class. Under the leadership of Susan Brenton and Neal Haney, this group has already hired a lobbyist to represent land-lease community legislative and regulatory interests in Washington, D.C. Are communities still in the shadow of HUD-code manufactured housing? Yes, but to a lesser extent. While the Big Three C manufacturers (Clayton, Cavco, & Skyline-Champion) control a whopping 80% of national market share over this type factory-built housing, 500 known property portfolios control less than 20%of the national inventory of land-lease communities — proportionately less, but still a significant segment of the national housing scene.

Editor’s Note:

Following are the 19 owners/operators in attendance at the August 1993 strategic planning meeting in Indianapolis, Ind. (* = deceased). Most of the following information is quoted from "Swan Song", available for purchase via www.educatemhc.com. • R andy Rowe. Founder of Hometown America & Green Courte Partners. • Gary McDaniel. Retired founder of YES! Communities, & a REIT launch in 1994. • Jim Grange. COO of ROC Communities, then YES! Communities; now retired. • Martin Newby. Retired founder of Newby Management. Introduced resident


THE ALLEN LEGACY

relations to the land-lease community real estate asset class during 1990s. • Marty Lavin. Retired owner/operator of Vortex Properties, chattel capital guru. • B rian Fannon, CPM. President of Lautrec, Ltd, COO of Sun Communities, and now freelance consultant developing new land-lease communities in the Midwest. • K a ma l Shou hay ib. Fou nder & president of Choice Properties, now Choice Group. • Lynwood Wellhausen. Retired VP of operations for Rudgate Communities. • William "Bill" Geary, CPM. President of Carlsberg Management. • Eugene ‘Gene’ Landy. Chairman of UMH Properties, a REIT. • E d Zeman. President of Zeman Homes, Inc. • T homas Hor ner, Jr.* O w ner of Horner & Associates, veteran, & pro football player. • George Allen, CPM, MHM. Today, consultant & staff writer for EducateMHC.

• Ron Richardson* Founder and owner of Ballerina Homes. • Jeff Kellogg. Former community property management executive. • Dick Leiter. Former exec with Newby Mgmt. Left manufactured housing. • Jerry Ellenburg. Former community owner/operator. • Scott West. Assistant to Jerry Ellenburg; moved on from manufactured housing • Bill Williams. Former CWS community owner/operator. MHV George Allen has owned and fee-managed land-lease communities since 1978. He’s a former MHI Industry Person of the Year and a member of the RV/MH Hall of Fame. He has been designated a Certified Property Manager-Emeritus and a Manufactured Housing Manager-Master. He’s also a senior consultant and staff writer with EducateMHC. Allen can be reached by phone at (317) 346-7156, or by email at g fa7156@aol.com. Photo Courtesy of Zeman Homes

OVER 900 MEMBERS STRONG. JOIN US TODAY!

ADVOCATE

CONNECT

EDUCATE

ENGAGE

MHI is the only national trade organization representing all segments of the factory-built housing industry. We are a trusted partner and industry leader that provides its members with a comprehensive range of advocacy, connections, education and engagement resources. www.ManufacturedHousing.org I info@mfghome.org I 1655 Fort Myer Drive, Suite 200, Arlington, VA 22209

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THE ALLEN LEGACY

Stepping Out of the Manufactured Housing Shadow By George Allen, CPM Emeritus, MHM-Master Photo Courtesy of Therakan Consulting

M

anufactured housing begins and ends most conversations about factory-built housing and its real estate component, land-lease communities. Though manufactured housing, in its various iterations (mobile homes, and now HUD-code homes) has been around for more than 70 years, it’s only been since 1991 that land-lease communities have stepped out of housing’s shadow to exercise political, regulatory, and lifestyle influence on the national shelter scene, especially where affordable, attainable housing matters are concerned. In the Spring of 1991, 100 owners/operators of (then) manufactured home communities, gathered in Clearwater, Fla., for a first-ever national educational, networking roundtable event. That historic gathering has continued to be held annually for the past 28 years. Over time, the Networking Roundtable has spawned a new national advocacy presence, National State of the

Asset Class, which caucuses in times of industry/asset class turmoil, offers professional property management training and certification, and holds similar regional gatherings of land-lease community owners/operators.

In times of business turmoil and crisis, the manufactured housing industry, including its land-lease community segment, rises to challenges at hand. The 2 ½-year period between August 1993 and January 1996 saw 19 community owners/operators encourage the Manufactured Housing Institute (MHI) to create a new organizational division for this unique, income-producing property type. A day-long strategic planning meeting, on Aug. 31, 1993, was followed by

convenings in Dallas, Las Vegas, Detroit and Chicago, leading to the formation of an industry steering committee. This temporary body, during further gatherings in Arizona and California with MHI staff, became the Interim Communities Division and finally the National Communities Council (NCC), which was initially led by association executive, Jim Ayotte. Obtained by MHI, the NCC continues to serve the realty asset class through a national leadership forum each spring and fall and other gatherings hinged on established MHI events. The history of the NCC is the focus of former MHI public relations executive Bruce Savage’s 2013 book, The First 20 Years! distributed by EducateMHC via www.educatemhc.com.

The Emergence of SECO

The most notable regional land-lease community gathering, by dint of rapid growth and popularity, is the SECO Conference, so called for its origins among continued on page 56

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2020

Buyer’s INDUSTRY PROFESSIONAL

GUIDE THE MANUFACTURED HOUSING BUSINESS RESOURCE DIRECTORY

Photo courtesy of Tharakan Consulting


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ACQUISITIONS & CAPITAL INVESTMENTS

63

ASSOCIATIONS National State

66

COMMERCIAL REAL ESTATE BROKERS

72

INSURANCE Commercial Consumer

73 – 74

MANUFACTURERS

74

NON-PROFIT ORGANIZATIONS

74 – 76

FINANCING Closing & Escrow Services Commercial Consumer Chattel Consumer Land / Home Origination / Underwriting Wholesale / Floor Plan

PARTS & SUPPLIES Components Distributors Exterior Chimney & Vents Foundation & Installation Skirting & Siding Steps Windows, Doors & Skylights Heating & Cooling Insulation Interior Cabinetry / Countertops Electrical & Lighting Flooring Shutters Smart Home Systems Wallboard / Drywall Safety & Security

72

76 – 77

67 – 68

CONSULTANTS Business Operations Due Diligence / Acquisitions Fair Housing & Compliance Financing Green Building / Energy Efficiency Real Estate Sales & Marketing

68 – 71

INDUSTRY EVENTS National Regional Venues

PUBLICATIONS

77 – 82

SERVICES Accounting & Taxes Advertising & Marketing Affinity Programs & Purchasing Groups Architects & Planners Carports & Garages Commercial Valuation & Advisory Construction & Excavation Decks & Patios Due Diligence / Acquisitions Electrical & Lighting Heating & Cooling (HVAC) Home Appraisals & Inspections Information Technology (IT) Installation Interior Design Legal Market Data & Research Plumbing Property Management Re-Leveling Restoration & Remediation Software Solar & Renewable Energy Telecommunications Testing & Inspections Title Services Training & Education Transportation Utilities & Submetering Warranty Weather Monitoring & Alerts

82

TOOLS & EQUIPMENT Transport & Installation

82

WHOLESALE INVENTORY

DIRECTORYLISTINGS

62

THE MANUFACTURED HOUSING BUSINESS RESOURCE DIRECTORY

Photos courtesy of Skyline Champion Corp.


MHINSIDER 2020 BUYER’S GUIDE DIRECTORY AQUISITIONS & CAPITAL INVESTMENTS

ACQUISITIONS & CAPITAL INVESTMENTS Athena Real Estate 98 Mill Plain Road Suite 3C Danbury, CT 06811 (203) 942-2745 athenarealestate.com The Blackstone Group 345 Park Avenue New York, NY 10154 (212) 583-5000 blackstone.com Cal-Am Properties 385 Clinton Street Costa Mesa, CA 92626 (714) 432-9800 cal-am.com

The Carlyle Group 1001 Pennsylvania Avenue NW Washington, DC 20004-2505 (202) 729-5626 carlyle.com The Choice Group 2265 Livernois Rd Suite 500 Troy, MI 48085 (248) 362-4150 choiceproperties.com Cobblestone Real Estate 17W220 22nd Street Suite 220 Oakbrook Terrace, IL 60181 (630) 352-0872 cobblestoneassets.com

Continental Communities 2015 Spring Road Suite 600 Oak Brook, IL 60523 (630) 645-8100 continentalcommunities.com

Cove Communities 4350 E Camelback Road A-100 Phoenix, AZ 85018 (480) 423-5700 covecommunities.com

Havenpark Capital 51 W. Center Street Suite 600 Orem, UT 84057 (801) 683-1328 havenparkcap.com

Creekside Communities, LLC

Inspire Communities 11335 Gold Express Drive Gold River, CA 95670 (916) 852-0112 inspirecom.com

4893 Rochester Road Suite D Troy MI, 48085 (248) 601-0202 Equity LifeStyle Properties, Inc. 2 North Riverside Plaza Chicago, IL 60606 (312) 279-1400 equitylifestyleproperties.com Fortune Real Estate 4301 32nd Street West Bradenton, FL 34205 (941) 755-1339 Fortunerealestate.com Four Leaf Properties 600 W 22nd Street Suite 101 Oak Brook, IL 60523 (855) 847-6053 fourleafprop.com Green Courte Partners, LLC

303 W Madison Street Suite 1500 Chicago, IL 60606 (312) 966-3800 greencourtepartners.com

Harmony Communities 838 West Hastings Street Suite 300 Vancouver, BC V6C 0A6 Canada (604) 669-2663 harmonycommunities.com HAS Capital 33 North LaSalle Street Suite 3800 Chicago, IL60602 (312) 346-1874 has-capital.com

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Investment Property Group 18006 Sky Park Circle Suite 200 Irvine, CA 92614 (949) 440-2300 ipgmhc.com Keystone Communities 17633 Gunn Highway, Unit 335 Odessa, FL 33556 (813) 371-2991 keystone-mhc.com Kidder Mathews 12230 El Camino Real 4th Floor San Diego, CA 92118 (858) 509-1200 kidder.com Kingsley Management Corp. 4956 North 300 West Suite 200 Provo, UT 84604 (801) 228-9702 kmcmh.com Lakeshore Management 8800 Bronx Avenue #200 Skokie, IL 60077 (847) 626-0400 lakeshoremhc.com LAT Investments 13181 Crossroads Parkway North Suite 270 City of Industry, CA 91746 (323) 353-2647 LATinv.com


ROC USA, LLC 6 Loudon Road Suite 501 Concord, NH 03301 (603) 513-2791 rocusa.org

MHPI Inc. 3000 S. Scott Street Des Plaines, IL 60018 (847) 827-9270 mhpiinc.com

Seneca Capital Partners 3001 Brighton Boulevard Suite 334 Denver, CO 80216 (303) 888-2826 senecacp.com

MHRE Inc. 12900 Hall Road Suite 190 Sterling Heights, MI 48313 (586) 884-8420 mhreinc.com Mission Peak Capital 1908 Main Street Kansas City, MO 64108 (816) 994-6600 missionpeakcapital.com Murex Properties 12629 New Brittany Boulevard Bldg. #16 Fort Myers, FL 33907 (239) 790-0004 murexproperties.com Palace Way Management LLC. 6531 Fox Run San Antonio, TX 78233 (210) 413-7230 palaceway.com RHP Properties 31200 Northwestern Highway Farmington Hills, MI 48334 (248) 626-0737 rhp-properties.com Riverstone Communities 300 East Maple Suite 200 Birmingham, MI 48009 (248) 988-8845 rivstone.com

State Street Capital Partners 2460 Dundee #354 Northbrook, IL 60065 (312) 543-4524 statestreetcap.com Sun Communities 27777 Franklin Road Suite 200 Southfield, MI 48034 (248) 208-2500 suncommunities.com Treehouse Communities LLC 2075 S. Cottonwood Drive Tempe, AZ 85282 (480) 966-5454 treehousecommunities.com UMH Properties, Inc. 3499 Route 9 North Suite 3C Freehold, NJ 07728 (732) 577-9997 umh.com YES! Communities, Inc. 5050 S. Syracuse Street Suite 1200 Denver, CO 80237 (303) 483-7300 yescommunities.com Zeman Homes Inc. 6547 N Avondale Avenue Chicago, IL 60631 (773) 792-2515 zemanhomes.com

Manufactured Housing Institute 1655 Fort Myer Drive Arlington, VA 22209 (703) 558-0400 manufacturedhousing.org Manufactured Housing Association for Regulatory Reform 1331 Pennsylvania Avenue N Suite 512 Washington D.C. 20004 (202) 783-4087 manufacturedhousing associationregulatoryreform.org National Association of Manufactured Housing Community Owners, Inc. 2158 N Gilbert Road #116 Mesa, AZ 85203 (480) 966-2446

ASSOCIATIONS MHINSIDER 2020 BUYER’S GUIDE DIRECTORY

ASSOCIATIONS NATIONAL

Meritus Communities NMLS #1554485 32255 Northwestern Highway Farmington Hills, MI 48334 (248) 778-3200 meritusmhc.com

ASSOCIATIONS STATE Alabama Manufactured Housing Association 7245 Halcyon Summit Drive Suite B Montgomery, AL 36117 (334) 244-7828 alamha.org Arkansas Manufactured Housing Association (AMHA) 1123 S. University Suite 720 Little Rock, AR 72204 (501) 663-8444 amha.net California Manufactured Housing Institute 1945 Chicago Ave Suite B North Riverside, CA 92507 (951) 683-4053 cmhi.org

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MHINSIDER 2020 BUYER’S GUIDE DIRECTORY ASSOCIATIONS

Manufactured Housing Association of Maine PO Box 6886 Scarborough, ME 04070 (207) 680-6426 mhamaine.com

California Mobilehome Parkowners Alliance 25241 Paseo de Alicia Suite 120 Laguna Hills, CA 92653 (949) 380-3304 cmpa.us

Indiana Manufactured Housing Association (IMHA-RVIC) 3210 Rand Road Indianapolis, IN 46241 (317) 247-6258 imharvic.org

Connecticut Manufactured Housing Association (CMHA) PO Box 605 Bristol, CT 06011 (860) 584-5915 cmhact.com

Iowa Manufactured Housing Association 1400 Dean Avenue Des Moines, IA 50316 (515) 265-1497 iamha.org

First State Manufactured Housing Association 1675 S. State Street Suite B Dover, DE 19901 (302) 674-5868 firststatemha.org

Kansas Manufactured Housing Association 3521 SW 5th Street Topeka, KS 66606 (785) 357-5256 kansashome.net

Manufactured Housing Communities of Arizona 2158 N Gilbert Road Suite 116 Mesa, AZ 85203 (480) 345-4202 azmhca.com

Kentucky Manufactured Housing Institute 2170 US Highway 127 South Frankfort, KY 40601 (502) 223-0490 kmhi.org

Manufactured Housing Communities of Oregon PO Box 12709 Salem, Oregon 97309 (503) 391-4496 mhco.org

Louisiana Manufactured Housing Association 4847 Revere Avenue Baton Rouge, LA 70808 (800) 324-7833 lmha.com

Manufactured Housing Communities of Washington 112 43rd Avenue SW #203 Puyallup, WA 98373 (800) 345-5608 mhcw.org

Florida Manufactured Housing Association 1284 Timberlane Road Tallahassee, FL 32312 (850) 907-9111 fmha.org Georgia Manufactured Housing Association 199 East Main Street Forsyth, GA 31029 (478) 394-5114 gmha.com Idaho Housing Alliance 5460 W. Franklin Suite A Boise, ID 83705 (208) 947-8094 idahohousingalliance.org Illinois Manufactured Housing Association (IMHA) PO Box 2008 Springfield, IL62705 (217) 528-3423 imha.org

The Manufactured & Modular Home Association of Minnesota 33 East Wentworth Avenue Suite 265 West St. Paul, MN 55118 (651) 450-4700 mnmfghome.org Manufactured Home Community Owners 4055 South Spencer Street Suite 107 Las Vegas, NV 89119 (702) 731-1900 nvmhco.com

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Manufactured Housing Association of Oklahoma 6400 S. Shields Boulevard Oklahoma City, OK 73149 (405) 634-5050 mhao.org

Manufactured Housing Industry of Arizona 4525 S Lakeshore Drive Suite 105 Tempe, AZ 85282 (480) 456-6530 azhousing.org Manufactured Housing Institute of South Carolina 1801 Gadsen Street Columbia, SC 29201 (803) 771-9046 mhisc.com


New Jersey Manufactured Housing Association 2741 Nottingham Way Trenton, NJ 08619 (609) 588-9040 njmha.org

Oregon Manufactured Housing Association 2255 State Street Salem, OR 97301 (503) 364-2470 omha.com

Michigan Manufactured Housing Association 2222 Association Drive Okemos, MI 48864 (517) 349-3300 michhome.org

New Mexico Manufactured Housing Association 6001 Indian School Road NE Suite 560 Albuquerque, NM 87110 (505) 830-3764 nmmha.com

Pennsylvania Manufactured Housing Association 315 Limekiln Road PO Box 248 New Cumberland, PA 17070 (717) 774-3440 pmha.org

New York Housing Association 634 Watervliet Shaker Road Latham, NY 12110 (518) 867-3242 nyhousing.org

Rocky Mountain Home Association PO Box 1196 Berthoud, CO 80513 (800) 354-9972 coloradohome.org

North Carolina Manufactured & Modular Homebuilders Association 4911 Departure Drive Raleigh, NC 27616 (919) 872-2740 nc-mha.org

South Dakota Manufactured Housing Association PO Box 782 Pierre, SD 57501 (605) 223-2065 sdmha.net

Mississippi Manufactured Housing Association 1001 Airport Road Flowood, MS 39232 (601) 939-8820 msmmha.com Missouri Manufactured Housing Association 4748 Country Club Drive Jefferson City, MO 65109 (573) 636-8660 mmha.net Montana Manufactured Housing & RV Association PO Box 4396 Helena, MT 59604 (406) 442-2164 mtmhrv.org Nebraska Manufactured Housing Association PO Box 22097 Lincoln, NE 68542 (402) 475-3675 nemanufacturedhomes.com Nevada Housing Alliance 316 California Avenue #428 Reno, NV 89509 nevadahousingalliance.com New Hampshire Manufactured Housing Association PO Box 451 Concord, NH 03302 (603) 629-9369 nhmmha.com

North Dakota Manufactured Housing Association PO Box 2681 Bismarck, ND 58502 (701) 223-6671 ndmha.com Northwest Housing Association 1530 Evergreen Park Drive SW Olympia, WA 98502 (360) 357-5650 nwhousingassociation.com Ohio Manufactured Homes Association 244 Bradenton Avenue Dublin, OH 43017 (614) 799-2340 welcomehomeohio.com

ASSOCIATIONS MHINSIDER 2020 BUYER’S GUIDE DIRECTORY

Massachusetts Manufactured Housing Association PO Box 73 Halifax, MA 02338 (508) 460-9523 massmha.org

Tennessee Housing Association 1002 Meb Court Suite B Mount Juliet, TN 37122 (615) 256-4733 tnmha.org Texas Manufactured Housing Association 6850 Austin Center Boulevard Suite 325 Austin, TX 78731 (512) 459-1221 texasmha.com Utah Housing Alliance PO Box 1196 Berthoud, CO 80513 (800) 354-9972 utmha.org

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MHINSIDER 2020 BUYER’S GUIDE DIRECTORY COMMERCIAL REAL ESTATE BROKERS

Vermont Manufactured Housing Association (VTMHA) 92 Blake Drive White River Junction, VT 05001 (802) 369-9177 vtmha.org Virginia Manufactured and Modular Housing Association 8413 Patterson Ave Richmond, VA 23229 (804) 750-2500 vammha.org West Virginia Housing Institute 1579 Washington Street E Charleston, WV 25311 (304) 346-8965 wvhi.org Western Manufactured Housing Communities Association 455 Capitol Mall Suite 800 Sacramento, CA 95814 (916) 448-7002 wma.org Wisconsin Housing Alliance 258 Corporate Drive Suite 200C Madison, WI 53714 (608) 255-3131 housingalliance.us Wyoming Housing Alliance PO Box 1493 Riverton, WY 82501 wyohousing.com

COMMERCIAL REAL ESTATE BROKERS ARA Newmark Knight Frank 2530 Walsh Tarlton Lane Suite 200 Austin, TX 78746 (512) 342-8100 aranewmark.com

Capstone Manufactured Housing 2600 Maitland Center Parkway Suite 290 Maitland, FL 32751 (800) 261-9464 capstoneapts.com/ service-manufactured CBRE 4301 La Jolla Village Drive Suite 3000 San Diego, CA 92122 (858) 546-4600 cbre.us Colliers International 2385 NW Executive Center Drive Suite 350 Boca Raton, FL 33431 (561) 479-1588 colliers.com Cooper, Cardinal and Company "The Jeffrey Ferenz MHP Team" 532 E. Maryland Ave B-1 Phoenix, AZ 85012 (602) 350-4488 coopercardinal.com Fortune Real Estate 4301 32nd Street West Bradenton, FL 34205 (941) 755-1339 Fortunerealestate.com George Logan, Brokers 4491 Windsor Oaks Drive Marietta, GA 30066 (678) 386-6534 K.S.K. Services Inc. W250 N 4962 William Drive Pewaukee, WI 53072 (414) 940-8899 Kidder Mathews 12230 El Camino Real 4th Floor San Diego, CA 92118 (858) 509-1200 kidder.com

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Lowerkase Commercial 9700 Village Center Drive Suite 50-D Granite Bay, CA 95746 (916) 677-1293 lowerkasecommercial.com Marcus & Millichap 5005 Rockside Road Suite 800 Independence, OH 44131 (216) 264-2000 marcusmillichap.com MHRE Inc. 12900 Hall Road Suite 190 Sterling Heights, MI 48313 (586) 884-8420 mhreinc.com Monroe & Giordano 777 South Harbour Island Boulevard Suite 140 Tampa, FL 33602 (813) 229-5055 monroe-giordano.com Mueller Hoffman 9956 W Remington Place Unit A-10 Suite 154 Littleton, CO 80128 (303) 857-5566 muellerhoffman.com Park Properties and Investments 12390 N Copper Queen Way Oro Valley, AZ 85755 (520) 400-0898 Q10 | Lutz Financial Services 300 South Old Woodward Ave. Birmingham, MI 48009 (248) 613-5865 lutz.q10capital.com Rochester Commercial Real Estate Co. 40 Humboldt Street Rochester, NY 14609 (585) 224-0100 rochcomrealestate.com


Yale Realty and Capital Advisors 1900 North Bayshore Drive Unit 1A, Suite 147 Miami, FL 33132 (877) 889-9810 yaleadvisors.com

CONSULTANTS BUSINESS OPERATIONS Blank Family Communities 29201 Telegraph Road Suite 450 Southfield, MI 48034 (248) 809-3436 blankfamilycommunities.com Manufactured Housing Initiatives 346 Johnson Road Sicklerville, NJ 08081 (301) 693-3296 mhinitiatives.com Newby Management 3310 US Hwy 301 N Ellenton, FL 34222 (941) 721-0046 newbymanagement.com Refuse Specialists 400 W Ventura Boulevard Suite 105 Camarillo, CA 93010 (805) 482-5895 refusespecialists.com The Rishel Group LLC Box 8346 Springfield, IL 62791 (217) 971-3968 rishel.net

Southern Water Management DBA MidWest Water Management 695 Central Avenue Saint Petersburg, FL 33701 (727) 827-4509 SouthernWater Management.com

CONSULTANTS DUE DILIGENCE / ACQUISITIONS ARA Newmark Knight Frank 2530 Walsh Tarlton Lane Suite 200 Austin, TX 78746 (512) 342-8100 aranewmark.com Hart King 4 Hutton Centre Drive Suite 900 Santa Ana, CA 92707 (714) 432-8700 hartkinglaw.com

Manufactured Housing Resources Group 1031 Harper Street Louisville, CO 80027 (303) 641-7227 MHResourcesGroup.com Sun Communities 27777 Franklin Road Suite 200 Southfield, MI 48034 (248) 208-2500 suncommunities.com

InvestorsNet Capital Group, LLC 1310 Florwood Avenue Torrance, CA 90503 (310) 901-1096 InvestorsNetCapitalGroup.com McGlinchey Stafford, PLLC 194 Washington Avenue Albany, NY 12210 (518) 874-3450 www.mcglinchey.com Wells Fargo Multifamily Capital Finance 1808 Aston Avenue 2nd Floor Carlsbad, CA, 92008 (760) 438-2153 wellsfargo.com/mhc

CONSULTANTS GREEN BUILDING / ENERGY EFFICIENCY MaGrann Associates 701 East Gate Drive Mount Laurel, NJ 08054 (856) 722-9799 magrann.com

CONSULTANTS REAL ESTATE

CONSULTANTS FAIR HOUSING & COMPLIANCE The Rishel Group LLC Box 8346 Springfield, IL 62791 (217) 971-3968 rishel.net

CONSULTANTS FINANCING

CONSULTANTS MHINSIDER 2020 BUYER’S GUIDE DIRECTORY

Sunstone Real Estate Advisors 650 N Dearborn St Suite 850 Chicago, IL 60611 (312) 888-3903 sunstonerea.com

Athena Real Estate 98 Mill Plain Road Suite 3C Danbury, CT 06811 (203) 942-2745 athenarealestate.com The Blackstone Group 345 Park Avenue New York, NY 10154 (212) 583-5000 blackstone.com

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MHINSIDER 2020 BUYER’S GUIDE DIRECTORY CONSULTANTS – FINANCING

Commercial Property Appraisals LLC 3913 SW Dolph Court Portland, OR 97219 (503) 880-8588 Consultants Resource Group, Inc. 29142 Cutter Lane Leesburg, FL 34748 (813) 300-6150 mobilehomepark.com HAS Capital 33 North LaSalle Street Suite 3800 Chicago, IL 60602 (312) 346-1874 has-capital.com K.S.K. Services Inc. W250 N 4962 William Drive Pewaukee, WI 53072 (414) 940-8899 Lowerkase Commercial 9700 Village Center Drive Suite 50-D Granite Bay, CA 95746 (916) 677-1293 lowerkasecommercial.com MHCInvestor.com PO Box 21602 Ft. Lauderdale, FL 33335 (305) 879-3776 mhcinvestor.com Park Properties and Investments 12390 N Copper Queen Way Oro Valley, AZ 85755 (520) 400-0898 Sunstone Real Estate Advisors 650 N Dearborn St Suite 850 Chicago, IL 60611 (312) 888-3903 sunstonerea.com

Wm. A. Bigham, Inc. 121 Buford Avenue Gettysburg, PA 17325 (717) 253-3341 Zeman Homes Inc. 6547 N Avondale Avenue Chicago, IL 60631 (773) 792-2515 zemanhomes.com

CONSULTANTS SALES & MARKETING All Seasons Communications 5455 34 Mile Road Romeo, MI 48065 (586) 752-6381 allseasonscommunications.com Great Value Homes, Inc. 8989 N. Port Washington Road Suite 238 Bayside, WI 53217 (262) 648-9990 greatvaluehomesinc.com The Lifestylist Brands 1312 W. Clarendon Drive Dallas, TX 75208 (214) 941-8341 lifestylist.com Manufactured Housing Initiatives 346 Johnson Road Sicklerville, NJ 08081 (301) 693-3296 mhinitiatives.com Selling Edge LLC / Micro Seminars 2730 Buena Vista Drive Chandler, AZ 85249 (520) 241-9907 microseminars.com Tharakan Consulting LLC 2445 1st Avenue North St. Petersburg, FL 33713 (727) 304-6222 tharakanconsulting.com

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FINANCING CLOSING & ESCROW SERVICES MH Services Corporation 2244 Faraday Avenue Suite 92 Carlsbad, CA 92008 (888) 732-9099 mhservices.com

FINANCING COMMERCIAL American Commerce Bank 400 US Highway 27 Bypass Bremen, GA 30110 (770) 537-2265 americancommercebank.com Berkadia 2525 East Camelback Road Suite 1150 Phoenix, AZ 85016 (602) 955-1122 berkadia.com Capital One NMLS #453156 31 Inverness Center Parkway Suite 150 Birmingham, AL 35242 (205) 769-1419 capital.one/cre Consultants Resource Group, Inc. 29142 Cutter Lane Leesburg, FL 34748 (813) 300-6150 mobilehomepark.com Eastern Union Funding 7910 Woodmont Avenue Suite 870 Bethesda, MD 20814 (202) 617-3133 easternunion.com Hunt Companies 4401 North Mesa El Paso, TX 79902 (915) 533-1122 huntcompanies.com


Approved Credit Services, Inc NMLS #9604 2572 Erie Boulevard East Syracuse, NY 13224 (800) 449-4007 approvedcreditny.com

Maverick Commercial Mortgage, Inc. 853 North Elston Avenue Chicago, IL 60642 (312) 268-6000 mavcm.com

TAG Lending 221 N Gateway Drive Suite F Providence, UT 84332 (435) 294-0424 taglend.com

BankWest NMLS #685987 420 S. Pierre Street Pierre, SD 57501 (800) 253-0362 bankwest-sd.bank

Monroe & Giordano 777 South Harbour Island Boulevard Suite 140 Tampa, FL 33602 (813) 229-5055 monroe-giordano.com

Vanderbilt Mortgage and Finance, Inc. NMLS #1561 500 Alcoa Trail Maryville, TN 37804 (800) 309-5008 vmf.com/CommercialLending

Cascade Financial Services NMLS #89599 2701 E Ryan Road #150 Chandler, AZ 85286 (480) 812-3236 cascadeloans.com

NorthMarq 3500 American Boulevard West Suite 500 Minneapolis, MN 55431 (952) 356-0100 northmarq.com

Wells Fargo Multifamily Capital Finance 1808 Aston Avenue 2nd Floor Carlsbad, CA 92008 (760) 438-2153 wellsfargo.com/mhc

CIS Home Loans NMLS #93140 818 Military Street South Hamilton, AL 35570 (205) 430-8250 cishomeloans.com

Performance Equity Partners Inc. NMLS #296804 18470 Thompson Court Suite 1C Tinley Park, IL 60477 (877) 334-3606 peplending.com Q10 | Lutz Financial Services 300 South Old Woodward Ave. Birmingham, MI 48009 (248) 613-5865 lutz.q10capital.com Security Mortgage Group LLC 2370 Monroe Avenue Rochester, NY 14618 (585) 423-0230 securitymortgage.com

Yale Realty and Capital Advisors 1900 North Bayshore Drive Unit 1A, Suite 147 Miami, FL 33132 (877) 889-9810 yaleadvisors.com

FINANCING CONSUMER CHATTEL 21st Mortgage Corp. NMLS #2280 620 Market Street Suite 100 Knoxville, TN 37902 (800) 955-0021 21stmortgage.com Affordable Housing Loans 1841 N 24th Street, Suite 4B Phoenix, AZ 85008 (602) 283-4813 ahlaz.com

MHINSIDER 2020 BUYER’S GUIDE DIRECTORY

SunTrust Bank 777 Brickell Ave. 3rd Floor Miami, FL 33131 (305) 577-5213 cre.suntrustrh.com

FINANCING

InvestorsNet Capital Group, LLC 1310 Florwood Avenue Torrance, CA 90503 (310) 901-1096 InvestorsNetCapitalGroup.com

CountryPlace Mortgage, Ltd. NMLS #2124 15301 Spectrum Drive Suite 550 Addison, TX 75001 (972) 763-5100 countryplaceloans.com Credit Human Federal Credit Union NMLS #486243 6061 W. Interstate 10 San Antonio, TX 78201 (800) 688-7228 credithuman.com Eva Bank NMLS #414640 4113 Eva Road Eva, AL 35621 (256) 796-2201 evabank.com

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MHINSIDER 2020 BUYER’S GUIDE DIRECTORY FINANCING

In Park Lending NMLS #296451 2244 Faraday Avenue Suite 92 Carlsbad, CA 92008 (888) 200-4903 inparklending.com Kelly Mortgage, Inc. NMLS #1594896 23011 Moulton Parkway Suite F3 Laguna Hills, CA 92653 (949) 463-8081 kellymtg.com MH Loans Corporation NMLS #296451 2244 Faraday Avenue Suite 92 Carlsbad, CA 92008 (888) 809-1145 mhloans.com MH Services Corporation 2244 Faraday Avenue Suite 92 Carlsbad, CA 92008 (888) 732-9099 mhservices.com MHD Empire Service Corp. NMLS #51371 300 South State Street Suite 1000 Syracuse, NY 13202 (866) 870-2612 mhdempire.com Northwest Housing Services LLC NMLS #20512 12360 Landau Way Nampa, ID 83686 (208) 467-9144 nwmhloan.com Oxford Bank & Trust NMLS #715468 1111 W 22nd Street Suite 800 Oak Brook, IL 60523 (630) 629-5000 oxford.bank

Park Lane Finance Solutions, LLC NMLS #368186 1600 N. Coalter Street Suite 10 Staunton, VA 24401 (434) 975-5088 parklanefinance.com Performance Equity Partners Inc. NMLS #296804 18470 Thompson Court Suite 1C Tinley Park, IL 60477 (877) 334-3606 peplending.com Priority Funding LLC NMLS #3318 292 Main Street Suite G1 Northboro, MA 01532 (877) 393-5511 priloan.com Santiago Financial Inc. NMLS #302948 17842 Irvine Boulevard Suite B204 Tustin, CA 92780 (714) 731-8080 santiagofinancial.com

Tammac Holdings Corporation NMLS #2663 613 Baltimore Drive Suite 1 Wilkes-Barre, PA 18702 (888) 226-8929 tammac.com Triad Financial Services, Inc. NMLS #1063 13901 Sutton Park Drive South Suite 300 Jacksonville, FL 32224 (800) 522-2013 triadfs.com

FINANCING CONSUMER LAND / HOME Approved Credit Services, Inc. NMLS #9604 2572 Erie Boulevard East Syracuse, NY 13224 (800) 449-4007 approvedcreditny.com Cascade Financial Services NMLS #89599 2701 E Ryan Road #150 Chandler, AZ 85286 (480) 812-3236 cascadeloans.com

Sound Community Bank NMLS #414462 2400 Third Avenue Suite 100 Seattle, WA 98121 (800) 458-5585 soundcb.com

CIS Home Loans NMLS #93140 818 Military Street South Hamilton, AL 35570 (205) 430-8250 cishomeloans.com

South State Bank NMLS #401262 520 Gervais Street Columbia, SC 29201 (866) 573-5568 southstatebank.com

CountryPlace Mortgage, Ltd. NMLS #2124 15301 Spectrum Drive Suite 550 Addison, TX 75001 (972) 763-5100 countryplaceloans.com

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Credit Human Federal Credit Union NMLS #486243 6061 W. Interstate 10 San Antonio, TX 78201 (800) 688-7228 credithuman.com Eva Bank NMLS #414640 4113 Eva Road Eva, AL 35621 (256) 796-2201 evabank.com

Tammac Holdings Corporation NMLS #2663 613 Baltimore Drive Suite 1 Wilkes-Barre, PA 18702 (888) 226-8929 tammac.com Top Flite Financial 123 E Grand River Avenue Williamston, MI 48895 (517) 655-2140 topflitefinancial.com Vanderbilt Mortgage and Finance, Inc. NMLS #1561 500 Alcoa Trail Maryville, TN 37804 (800) 309-5008 vmf.com

FINANCING WHOLESALE / FLOOR PLAN 21st Mortgage Corp. NMLS #2280 620 Market Street Suite 100 Knoxville, TN 37902 (800) 955-0021 21stmortgage.com First Federal Bank, Manufactured Housing Division 9700 Philips Highway Suite 101 Jacksonville, FL 32256 (844) 370-3323 ffbf.com

First Federal Bank, Manufactured Housing Division 9700 Philips Highway Suite 101 Jacksonville, FL 32256 (844) 370-3323 ffbf.com

Wm. A. Bigham, Inc. 121 Buford Avenue Gettysburg, PA 17325 (717) 253-3341

Kelly Mortgage, Inc. NMLS #1594896 23011 Moulton Parkway Suite F3 Laguna Hills, CA 92653 (949) 463-8081 kellymtg.com

Fannie Mae - Multifamily 1101 15th Street, NW Washington, DC 20005 multifamily.fanniemae.com/ financing-options/specialtyfinancing/manufactured-housing

MHD Empire Service Corp. NMLS #51371 300 South State Street Suite 1000 Syracuse, NY 13202 (866) 870-2612 mhdempire.com

Fannie Mae - Single-Family 1100 15th Street, NW Washington, DC 20005 www.fanniemae.com/single family/manufactured-homes

Santiago Financial Inc. NMLS #302948 17842 Irvine Boulevard Suite B204 Tustin, CA 92780 (714) 731-8080 santiagofinancial.com

Freddie Mac - Single-Family 8200 Jones Branch Drive McLean, VA 22102 https://sf.freddiemac.com/ working-with-us/affordable-lending/duty-to-serve/ manufactured-housing

FINANCING ORIGINATION / UNDERWRITING

Freddie Mac - Multifamily 8201 Jones Branch Drive McLean, VA 22102 https://mf.freddiemac.com/

FINANCING MHINSIDER 2020 BUYER’S GUIDE DIRECTORY

Cranbrook Loans NMLS #1221113 41800 Hayes Road Clinton Twp., MI 48038 (586) 917-5534 bestfhaconstructionloan.com

Northpoint Commercial Finance 11675 Rainwater Drive Suite 450 Alpharetta, GA 30009 (866) 781-2420 northpointcf.com TAG Lending 221 N Gateway Drive Suite F Providence, UT 84332 (435) 294-0424 taglend.com Triad Financial Services, Inc. NMLS #1063 13901 Sutton Park Drive South Suite 300 Jacksonville, FL 32224 (800) 522-2013 triadfs.com

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MHINSIDER 2020 BUYER’S GUIDE DIRECTORY INDUSTRY EVENTS – INSURANCE

INDUSTRY EVENTS NATIONAL MHI Congress & Expo 1655 Fort Myer Drive Arlington, VA 22209 703-558-0400 congressandexpo.com NCC Fall Leadership Forum 1655 Fort Myer Drive Arlington, VA 22209 703-558-0400 manufacturedhousing.org Networking Roundtable 170 Commerce Drive Franklin, IN 46131 (317) 738-3434 thenetworkingroundtable.com

INDUSTRY EVENTS REGIONAL Louisville Manufactured Housing Show 800 Old Roswell Lake Parkway Suite 140 Roswell, GA 30076 (770) 587-3350 thelouisvilleshow.com MH FacTOURy Summit 3210 Rand Road Indianapolis, IN 46241 (317) 247-6258 mhfactourysummit.com Multi-State Convention PO Box 320369 Jackson, MS 39232 msmmha.com/convention NCC Western Summit 1655 Fort Myer Drive Arlington, VA 22209 703-558-0400 manufacturedhousing.org

SECO Conference P. O. Box 20256 c/o Pentagon Properties Atlanta, GA 30325 (404) 355-5978 secoconference.com

Residential Warranty Company, LLC 5300 Derry Street Harrisburg, PA 17111 (800) 247-1812 rwcwarranty.com

Tunica Manufactured Housing Show 800 Old Roswell Lake Parkway Suite 140 Roswell, GA 30076 (770) 587-3350 thetunicashow.com

Shults Insurance Agency 1211 US Highway 45 North Eldorado, IL 62930 (800) 765-4294 insuranceformy mobilehome.com

INDUSTRY EVENTS VENUES RV/MH Hall of Fame and Northern Indiana Event Center 21565 Executive Parkway Elkhart, IN 46514 (574) 293-2344 rvmhhalloffame.org

INSURANCE COMMERCIAL ABFS Insurance Agency, Inc. 3030 Ivanrest Ave SW Suite B Grandville, MI 49418 (888) 213-9777 abfsinsurance.com Assurant 11222 Quail Roost Drive Miami, FL 33157 (800) 852-2244 assurant.com Mobile Insurance 25775 Oak Ridge Drive Suite 110 The Woodlands, TX 77380 (800) 458-4320 mobileagency.com

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United Financial Group 377 Oak Street Suite 403 Garden City, NY 11530 (516) 222-0021 unitedfinancialgroup.com Wasserman & Associates, Inc. 1029 56th Street Sacramento, CA 95819 (916) 739-0254 wassermanins.com American Insurance Alliance, LLC 1844 Iron Street Bellingham, WA 98225 (855) 242-4321 americaninsurancealliance.com

INSURANCE CONSUMER ABFS Insurance Agency, Inc. 3030 Ivanrest Ave SW Suite B Grandville, MI 49418 (888) 213-9777 abfsinsurance.com Assurant 11222 Quail Roost Drive Miami, FL 33157 (800) 852-2244 assurant.com


Mobile Insurance 25775 Oak Ridge Drive Suite 110 The Woodlands, TX 77380 (800) 458-4320 mobileagency.com Shults Insurance Agency 1211 US Highway 45 North Eldorado, IL 62930 (800) 765-4294 insuranceformy mobilehome.com SkyBlue Insurance Agency, Inc. 4007 Paramount Boulevard Suite 100 Lakewood, CA 90712 (800) 771-7758 skyblueinsurance.com United Financial Group 377 Oak Street Suite 403 Garden City, NY 11530 (516) 222-0021 unitedfinancialgroup.com

MANUFACTURERS Adventure Homes LLC 1119 Fuller Drive PO Box 330 Garrett, IN 46738 (877) 510-1955 Adventurehomes.net American Homestar Corporation 2450 S Shore Blvd. Suite 300 League City, TX 77573 (281) 334-9700 americanhomestar.com

Cappaert Manufactured Housing, Inc. 6200 Highway 61 S Vicksburg, MS 39180 (601) 636-5401 cappaert.biz

Holmes Building Systems, LLC 2863 Plank Rd. PO Box 520 Robbins, NC 27325 (877) 948-2516 hbshome.com

Cavco Industries, Inc. 2801 Gholson Road Waco, TX 76705 (615) 202-0245 Cavco.com

Jacobsen Homes 600 Packard Court Safety Harbor, FL 34695 (800) 843-1559 jachomes.com

Clayton Homes 5000 Clayton Road Maryville, TN 37804 (865) 380-3000 claytonhomes.com

Jessup Housing 1001 West Loop 340 Waco, TX 76712 (254) 235-0222 jessuphousing.com

The Commodore Corporation 1423 Lincolnway East Goshen, IN 46526 (574)-533-7100 commodorehomes.com

Kabco Builders, Inc. 1300 Industrial Blvd. Boaz, AL 35957 (256) 593-9955 kabcobuilders.com

Deer Valley Homebuilders, Inc. 205 Carriage Street Guin, AL 35563 (205) 468-8400 deervalleyhb.com

KIT Custom Homebuilders 1000 Garber Street Caldwell, ID 83606 (208) 454-5000 kitwest.com

Eagle River Homes, LLC 21 S. Groffdale Road PO Box 336 Leola, PA 17540 (800) 406-1062 eagleriverhomes.net

Legacy Housing Corporation 1600 Airport Fwy Bedford, TX 76022 (877) 652-3322 legacyhousingcorp.com

Fork Creek Cabins 3351 Lincoln Highway Paradise, PA 17562 (717) 442-1901 forkcreekcabins.com Franklin Structures, LLC 10655 Hwy 43 Russellville, AL 35653 (800) 332-4511 franklinhomesusa.com Hamilton Homebuilders 330 Buccaneer Street Hamilton, AL 35570 (205) 430-2017 hamiltonhb.com

MANUFACTURERS MHINSIDER 2020 BUYER’S GUIDE DIRECTORY

Manufactured Housing Insurance Service 1500 East Katella Avenue Suite 1 Orange, CA 92867 (866) 644-7111 MHIS.INFO

Live Oak Homes 2875 Fulford Road Waycross, GA 31503 (912) 287-9015 liveoakmanufactured homes.com Manufactured Housing Enterprises, Inc. 09302 US RT 6 Bryan, OH 43506 (800) 821-0220 mheinc.com

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MHINSIDER 2020 BUYER’S GUIDE DIRECTORY NON-PROFITS – PARTS & SUPPLIES

New Vision Manufacturing LLC 1000 N Industrial Rd. Madill, OK 73446 (580) 677-9937 newvisionmfg.com Nobility Homes, Inc. 3741 SW 7th St Ocala, FL 34474 (352) 732-5157 nobilityhomes.com Platinum Homes LLC 155 Co Rd 351 Lynn, AL 35575 (877) 554-8811 platinumbuilt.com Pleasant Valley Homes, Inc. 100 Hammersmith Drive PO Box 88 Pine Grove, PA 17963 (570) 345-6500 pinegrovehomes.com ReBuilding Green 402 W. Broadway Suite 400 San Diego, CA 92101 (619) 609-0080 prefabtinyhomes.org Ritz-Craft Corporation 15 Industrial Park Road Mifflinburg, PA 17844 (800) 326-9836 ritz-craft.com

Solitaire Homes 1515 West Boren Road Duncan, OK 73533 (580) 252-6060 solitairehomes.com Sunshine Homes 100 Sunshine Ave Red Bay, AL 35582 (800) 462-7847 sunshinehomes-inc.com Winston Homebuilders, Inc. 455 Highway 33 Double Springs, AL 35553 (205) 875-2019 winstonhb.com

NON-PROFIT ORGANIZATIONS Federation of Manufactured Home Owners of Florida, Inc. 1101 Belcher Avenue South Suite B Largo, FL 33771 (727) 530-7539 fmo.org Next Step Network 2005 Longest Avenue 2nd Floor Louisville, KY 40204 (502) 694-1976 nextstepus.org

Scotbilt Homes 2888 Fulford Road Waycross, GA 31503 (866) 765-7268 Scotbilt.com

ReBuilding Green 402 W. Broadway Suite 400 San Diego, CA 92101 (619) 609-0080 prefabtinyhomes.org

Skyline Champion 755 W Big Beaver Road Suite 1000 Troy, MI 48084 (877) 340-7691 championhomes.com

ROC USA, LLC 6 Loudon Road Suite 501 Concord, NH 03301 (603) 513-2791 rocusa.org

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RV/MH Hall of Fame and Northern Indiana Event Center 21565 Executive Parkway Elkhart, IN 46514 (574) 293-2344 rvmhhalloffame.org SECO Veterans Assistance Fund PO Box 20256 c/o Pentagon Properties Atlanta, GA 30325 (404) 355-5978 secoconference.com

PARTS & SUPPLIES COMPONENTS American Mobile Home Supply, Inc. 5431 Murchison Road Fayetteville, NC 28311 (800) 368-6208 americansupplyand airproducts.com Lippert Components 3501 Country Road 6 Elkhart, IN 46514 (574) 535-1125 lci1.com Minute Man Anchors 305 West King Street East Flat Rock, NC 28726 (828) 692-0256 minutemanproducts.com Mobile Home Depot, Inc. 1450 N Milford Road Suite 103 Highland, MI 48357 (248) 887-3187 mobilehomedepotmi.com Panel Processing Inc. 1030 Devere Drive Alpena, MI 49707 (800) 433-7142 panel.com


PARTS & SUPPLIES DISTRIBUTORS Blevins, Inc. 421 Hart Lane Nashville, TN 37216 (615) 932-5392 blevinsinc.com E&E Special Products 7200 Miller Drive Warren, MI 48092 (586) 978-3377 squeakender.com General Supply Inc. 5920 Decatur Boulevard Indianapolis, IN 46241 (317) 856-4300 generalsupplyinc.com Schwartz Distributing 266 Carter Avenue, Unit B Louisville, KY 40229 (502) 908-9373 remichel.com Westland Distributing 679 Sheridan Boulevard Lakewood, CO 80214 (800) 525-8847 westlanddistributing.com

PARTS & SUPPLIES EXTERIOR - CHIMNEY & VENTS R-CO Products Corporation 1855 Big Tree Road Lakewood, NY 14750 (716) 763-1825 rcoproducts.com

PARTS & SUPPLIES EXTERIOR - FOUNDATION & INSTALLATION Oliver Technologies 467 Swan Avenue Hohenwald, TN 38462 (800) 284-7437 olivertechnologies.com

PARTS & SUPPLIES EXTERIOR - SKIRTING & SIDING Derby Building Products 1111 NW 165th Street Miami, FL 33169 (844) 698-2636 derbybp.com James Hardie Building Products 231 S. LaSalle St. Suite 2000 Chicago, IL 60604 (888) 542-7343 jameshardie.com

Minute Man Anchors 305 West King Street East Flat Rock, NC 28726 (828) 692-0256 minutemanproducts.com MoistureShield Decking 914 Jefferson Street Springdale, AR 72764 (479) 841-6771 moistureshield.com Oliver Technologies 467 Swan Avenue Hohenwald, TN 38462 (800) 284-7437 olivertechnologies.com Sunlight Creations 6825 W 1200 N Nappanee, IN 46550 (574) 773-7993

MoistureShield Decking 914 Jefferson Street Springdale, AR 72764 (479) 841-6771 moistureshield.com R-CO Products Corporation 1855 Big Tree Road Lakewood, NY 14750 (716) 763-1825 rcoproducts.com Rustique Enterprises, Inc. 1300 Rustique Square O’Fallon, MO 63368 (800) 325-0076 rustiqueenterprises.com Style Crest 2450 Enterprise Street Fremont, OH 43420 (419) 333-5500 stylecrestinc.com

PARTS & SUPPLIES EXTERIOR - STEPS

PARTS & SUPPLIES MHINSIDER 2020 BUYER’S GUIDE DIRECTORY

Schwartz Distributing 266 Carter Avenue Unit B Louisville, KY 40229 (502) 908-9373 remichel.com

PARTS & SUPPLIES EXTERIOR - WINDOWS, DOORS & SKYLIGHTS Cordell Doors and Windows 1056 NE 16th Street Ocala, FL 34470 (352) 694-1800 cordellinternational.com Westland Distributing 679 Sheridan Boulevard Lakewood, CO 80214 (800) 525-8847 westlanddistributing.com

PARTS & SUPPLIES HEATING & COOLING American Mobile Home Supply, Inc. 5431 Murchison Road Fayetteville, NC 28311 (800) 368-6208 americansupplyand airproducts.com

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MHINSIDER 2020 BUYER’S GUIDE DIRECTORY PARTS & SUPPLIES – PUBLICATIONS

Mobile Home Depot, Inc. 1450 N Milford Road Suite 103 Highland, MI 48357 (248) 887-3187 mobilehomedepotmi.com Nortek Global HVAC 8000 Phoenix Drive O’Fallon, MO 63368 (800) 422-4328 nortekhvac.com Style Crest 2450 Enterprise Street Fremont, OH 43420 (419) 333-5500 stylecrestinc.com

PARTS & SUPPLIES INSULATION OX Engineered Products 22260 Haggerty Road Suite 365 Northville, MI 48167 (800) 345-8881 oxengineeredproducts.com

PARTS & SUPPLIES INTERIOR - CABINETRY / COUNTERTOPS American Pacific 520 Salem Avenue Holly Springs, MS 38635 (662) 252-1862 AmericanPlanking.com

PARTS & SUPPLIES INTERIOR - ELECTRICAL & LIGHTING Intermatic 7777 Winn Road Spring Grove, IL 60081 (815) 675-7000 Intermatic.com

PARTS & SUPPLIES INTERIOR - FLOORING E&E Special Products 7200 Miller Drive Warren, MI 48092 (586) 978-3377 squeakender.com Heritage Distributing LLC 144 Belwood Road Calhoun, GA 30701 (800) 526-9116 heritagedistributing.com

PARTS & SUPPLIES INTERIOR - SHUTTERS Panel Processing Inc. 1030 Devere Drive Alpena, MI 49707 (800) 433-7142 panel.com

PARTS & SUPPLIES INTERIOR - SMART HOME SYSTEMS Intermatic 7777 Winn Road Spring Grove, IL 60081 (815) 675-7000 Intermatic.com

PARTS & SUPPLIES INTERIOR - WALLBOARD / DRYWALL American Pacific 520 Salem Avenue Holly Springs, MS 38635 (662) 252-1862 AmericanPlanking.com James Hardie Building Products 231 S. LaSalle St. Suite 2000 Chicago, IL 60604 (888) 542-7343 jameshardie.com

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Saint-Gobain ADFORS 14770 East Avenue Albion, NY 14411 (800) 762-6694 us.adfors.com

PARTS & SUPPLIES INTERIOR - SAFETY & SECURITY Auto-Out Cooktop Fire Protection 1911 Windsor Place Fort Worth, TX 76110 (817) 924-1370 auto-out.com

PUBLICATIONS EducateMHC 170 Commerce Drive Franklin, IN 46131 (317) 738-3434 EducateMHC.com Manufactured Housing Review, LLC 25775 Oak Ridge Drive Suite 110 The Woodlands, TX 77380 (800) 458-4320 manufacturedhousing review.com MHInsider 2600 Five Mile Road NE Grand Rapids, MI 49525 (877) 406-0232 mhinsider.com

Need An Update? Contact us at mhinsider@mhvillage.com for changes or additions to your Buyer's Guide listing.


Castle Breckenridge Management 5185 Comanche Drive Suite D La Mesa, CA 91942 (619) 697-3191 Cbmgmt.com Tax Refund Services 7815 Temple Terrace Highway Tampa, FL 33637 (813) 987-2199 taxmax.com

SERVICES ADVERTISING & MARKETING All Seasons Communications 5455 34 Mile Road Romeo, MI 48065 (586) 752-6381 allseasonscommunications.com Elements,Inc. 10044 Flanders Court N.E. #100 Minneapolis, MN 55449 (763) 210-7747 Elementsinc.com ManufacturedHomes.com 16 Technology Drive #142 Irvine, CA 92618 (800) 201-1585 ManufacturedHomes.com MHBay.com PO Box 1161 Cedaredge, CO 81413 (800) 950-1364 mhbay.com MHBO.com 2020 Dennison St Oakland, CA 94606 (855) 445-2288 MHBO.com

MHInsider 2600 Five Mile Road NE Grand Rapids, MI 49525 (877) 406-0232 mhinsider.com MHVillage.com 2600 Five Mile Road NE Grand Rapids, MI 49525 (800) 397-2158 MHVillage.com MobileHome.net PO Box 1161 Cedaredge, CO 81413 (800) 950-1364 MobileHome.net MobileHomeParkStore.com PO Box 1161 Cedaredge, CO 81413 (800) 950-1364 MobileHomeParkStore.com Tax Refund Services 7815 Temple Terrace Highway Tampa, FL 33637 (813) 987-2199 taxmax.com Tharakan Consulting LLC 2445 1st Avenue North St. Petersburg, FL 33713 (727) 304-6222 tharakanconsulting.com

SERVICES AFFINITY PROGRAMS & PURCHASING GROUPS Purchasing Platform, Inc. 549 W. Randolph Street Suite 700 Chicago, IL 60661 (312) 583-7500 purchasingplatform.com

SERVICES ARCHITECTS & PLANNERS Nadi-Westphal Planners 71 N. Livernois Suite A Rochester Hills, MI 48307 (248) 651-5518 dcwestphal.com

SERVICES CARPORTS & GARAGES Fork Creek Cabins 3351 Lincoln Highway Paradise, PA 17562 (717) 442-1901 forkcreekcabins.com QMC 2520 Castle Rock Road Quinter, KS 67752 (785) 754-3310 quintermfg.com

SERVICES MHINSIDER 2020 BUYER’S GUIDE DIRECTORY

SERVICES ACCOUNTING & TAXES

SERVICES COMMERCIAL VALUATION & ADVISORY Capstone Valuation Advisors, LLC 734 Rugby Street Orlando, FL 32804 (844) 822-7825 cap-val.com CBRE 2000 Town Center Suite 2200 Southfield, MI 48075 (248) 351-2090 cbre.us Colliers International 8800 Lyra Drive Suite 650 Columbus, OH 43240 (614) 437-4687 colliers.com

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MHINSIDER 2020 BUYER’S GUIDE DIRECTORY SERVICES

Commercial Property Appraisals LLC 3913 SW Dolph Court Portland, OR 97219 (503) 880-8588 John P. Neet, MAI 26845 Jefferson Avenue Suite A Murrieta, CA 92562 (951) 461-7755 johnneet.com Rochester Commercial Real Estate Co. 40 Humboldt Street Rochester, NY 14609 (585) 224-0100 rochcomrealestate.com

SERVICES CONSTRUCTION & EXCAVATION Axis National Services LLC 15303 E Timbercrest Lane Mead, WA 99021 (509) 995-0957 axisservicesllc.com QMC 2520 Castle Rock Road Quinter, KS 67752 (785) 754-3310 quintermfg.com Timberline Construction Group 2935 Broad St Sumter, SC 29154 (803) 469-8828 timberlineconstructiongrp.com

SERVICES DECKS & PATIOS Rustique Enterprises, Inc. 1300 Rustique Square O’Fallon, MO 63368 (800) 325-0076 rustiqueenterprises.com

SERVICES DUE DILIGENCE / ACQUISITIONS Axis National Services LLC 15303 E Timbercrest Lane Mead, WA 99021 (509) 995-0957 axisservicesllc.com

SERVICES ELECTRICAL & LIGHTING Gama Sonic Solar Lighting 6185-F Jimmy Carter Boulevard Norcross, GA 30071 (678) 736-8303 gamasonic.com

SERVICES HEATING & COOLING (HVAC) General Supply Inc. 5920 Decatur Boulevard Indianapolis, IN 46241 (317) 856-4300 generalsupplyinc.com

SERVICES HOME APPRAISALS & INSPECTIONS Datacomp Appraisal Systems, Inc. 2600 Five Mile Road NE Grand Rapids, MI 49525 (800) 365-1415 datacompusa.com GW Appraisal Services PO Box 6550 Orange, CA 92863 (714) 875-2401 socalhomeappraisers.com Mobile Home Inspectors 19251 Brookhurst Street #42 Huntington Beach, CA 92646 (714) 612-3564 MobileHomeInspectors.com

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NADA Guides 3200 Park Center Drive 13th Floor Costa Mesa, CA 92626 (800) 966-6232 nadaguides.com

SERVICES INFORMATION TECHNOLOGY (IT) Community Technology Services 3310 US Hwy 301 Ellenton. FL 34222 (941) 479-2865 communitytechnologyservices. com MH Manager PO Box 1865 Henderson, KY 42419 (618) 477-7566 mhman.com

SERVICES INSTALLATION Blevins, Inc. 421 Hart Lane Nashville, TN 37216 (615) 932-5392 blevinsinc.com JVC Enterprises Inc PO Box 830 Fair Oaks, CA 95628 (916) 459-6179 Newport Pacific Capital Co., Inc. 17300 Red Hill Avenue Suite 280 Irvine, CA 92614 (949) 852-5575 newportpacific.com On Level Services 20781 W Jordan Road Burlington, WA 98233 (360) 333-2829 onlevel.biz


SERVICES INTERIOR DESIGN The Lifestylist Brand 1312 W. Clarendon Drive Dallas, TX 75208 (214) 941-8341 lifestylist.com

SERVICES LEGAL Andrew L. Reiff PA 135 West Central Boulevard Suite 730 Orlando, FL 32801 (407) 423-8183 Baird Mandalas Brockstedt LLC 6 S. State Street Dover, DE 19901 (302) 677-0061 bmbde.com Hart King 4 Hutton Centre Drive Suite 900 Santa Ana, CA 92707 (714) 432-8700 hartkinglaw.com Lutz, Bobo & Telfair, P.A. 2 N. Tamiami Trail 5th Floor Sarasota, FL 34236 (866) 802-8182 lbtlaw.com McGlinchey Stafford, PLLC 194 Washington Avenue Albany, NY 12210 (518) 874-3450 www.mcglinchey.com

Rudderow Law Group 1301 Dove Street Suite 800 Newport Beach, CA 92660 (949) 565-1341 rudderowlaw.com

SERVICES MARKET DATA & RESEARCH Datacomp Appraisal Systems, Inc. 2600 Five Mile Road NE Grand Rapids, MI 49525 (800) 365-1415 datacompusa.com JLT Market Reports 2600 Five Mile Road NE Grand Rapids, MI 49525 (800) 588-5426 datacompusa.com/JLT HPS Consulting Group 4500 S. Four Mile Run Drive Arlington, VA 22204 (513) 910-9455 hpscg.com

SERVICES PROPERTY MANAGEMENT ARC Investments 9597 Central Avenue Montclair, CA 91763 (909) 624-4278 arcinvestments.com Bessire and Casenhiser, Inc. 430 S San Dimas Avenue San Dimas, CA 91773 (909) 594-0501 bessire-casenhiser.com Blank Family Communities 29201 Telegraph Road Suite 450 Southfield, MI 48034 (248) 809-3436 blankfamilycommunities.com Castle Breckenridge Management 5185 Comanche Drive Suite D La Mesa, CA 91942 (619) 697-3191 Cbmgmt.com

Manufactured Housing Resources Group 1031 Harper Street Louisville, CO 80027 (303) 641-7227 MHResourcesGroup.com

Creekside Communities, LLC 4893 Rochester Road Suite D Troy, MI 48085 (248) 601-0202

Statistical Surveys 1693 Sutherland Drive SE Grand Rapids, MI 49508 (616) 281-9898 statisticalsurveys.com

Evergreen Communities 321 North Pass Avenue Suite 300 Burbank, CA 91505 (888) 582-0099 evergreencommunities.com

SERVICES PLUMBING Eyedeal Properties 2026 South J Street Elwood, IN 46036 (317) 922-5216 eyedealproperties.com

SERVICES MHINSIDER 2020 BUYER’S GUIDE DIRECTORY

Tie Down Inc. 605 Stonehill Drive SW Atlanta, GA 30336 (404) 344-0000 tiedown.com

Eyedeal Properties 2026 South J Street Elwood, IN 46036 (317) 922-5216 eyedealproperties.com

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Four Leaf Properties 600 W 22nd Street Suite 101 Oak Brook, IL 60523 (855) 847-6053 fourleafprop.com Great Value Homes, Inc. 8989 N. Port Washington Road Suite 238 Bayside, WI 53217 (262) 648-9990 greatvaluehomesinc.com Kingsley Management Corp. 4956 North 300 West Suite 200 Provo, UT 84604 (801) 228-9702 kmcmh.com LAT Investments 13181 Crossroads Parkway North Suite 270 City of Industry, CA 91746 (323) 353-2647 LATinv.com M. Shapiro Real Estate Group 31550 Northwestern Highway Suite 220 Farmington Hills, MI 48334 (248) 865-0066 mshapirorealestate.com Murex Properties 12629 New Brittany Boulevard Bldg. #16 Fort Myers, FL 33907 (239) 790-0004 murexproperties.com Newby Management 3310 US Hwy 301 N Ellenton, FL 34222 (941) 721-0046 newbymanagement.com Newport Pacific Capital Co., Inc. 17300 Red Hill Avenue Suite 280 Irvine, CA 92614 (949) 852-5575 newportpacific.com

UMH Properties, Inc. 3499 Route 9 North Suite 3C Freehold, NJ 07728 (732) 577-9997 umh.com

SERVICES RE-LEVELING On Level Services 20781 W Jordan Road Burlington, WA 98233 (360) 333-2829 onlevel.biz

SERVICES RESTORATION & REMEDIATION Wash On Wheels Inc. 26263 Gibraltar Road Suite 400 Flat Rock, MI 48134 (734) 782-0100 wowwashonwheels.com

SERVICES SOFTWARE ManageAmerica Integrated Billing Services PO Box 5639 Santa Barbara, CA 93150 (805) 770-2886 manageamerica.com MH Manager PO Box 1865 Henderson, KY 42419 (618) 477-7566 mhman.com PayLease 9330 Scranton Road Suite 450 San Diego, CA 92121 (866) 729-5327 PayLease.com

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Rent Manager 9140 Waterstone Boulevard Cincinnati. OH 45249 (800) 669-0871 rentmanager.com Snickfish, LLC 1010 William Blount Drive Maryville, TN 37801 (800) 658-7577 snickfish.com

SERVICES SOLAR & RENEWABLE ENERGY Gama Sonic Solar Lighting 6185-F Jimmy Carter Boulevard Norcross, GA 30071 (678) 736-8303 gamasonic.com Shorebreak Energy Developers 1061 E 4th Street Santa Ana, CA 92701 (949) 502-0800 shorebreakenergy.com

SERVICES TELECOMMUNICATIONS Community Technology Services 3310 US Hwy 301 Ellenton, FL 34222 (941) 479-2865 communitytechnologyservices. com Tehama Wireless 2607 Seventh Street Suite G Berkeley, CA 94710 (415) 495-7344 tehamawireless.com

Need An Update? Contact us at mhinsider@mhvillage.com for changes or additions to your Buyer's Guide listing.


SERVICES TRANSPORTATION

ICC NTA, LLC 305 N Oakland Avenue Nappanee, IN 46550 (574) 773-7975 ntainc.com

JVC Enterprises Inc. PO Box 830 Fair Oaks, CA 95628 (916) 459-6179

Malin Property Inspections, Inc. dba Prairie State Inspections PO Box 8394 Bartlett, IL 60103 (630) 291-5516 malininspections.com

SERVICES UTILITIES & SUBMETERING

SERVICES TITLE SERVICES Snickfish, LLC 1010 William Blount Drive Maryville, TN 37801 (800) 658-7577 snickfish.com

SERVICES TRAINING & EDUCATION EducateMHC 170 Commerce Drive Franklin, IN 46131 (317) 738-3434 EducateMHC.com Manufactured Housing Educational Institute 1655 Fort Myer Drive Arlington, VA 22209 (703) 558-0400 manufacturedhousing.org /education Selling Edge LLC / Micro Seminars 2730 Buena Vista Drive Chandler, AZ 85249 (520) 241-9907 microseminars.com

Refuse Specialists 400 W Ventura Boulevard Suite 105 Camarillo, CA 93010 (805) 482-5895 refusespecialists.com

ABT Water Management 2836 S. Bartells Drive Beloit. WI 53511 (800) 697-9096 abtwater.com AEP Ohio 700 Morrison Road Gahanna, OH 43230 (614) 360-9309 efficiencycraftedhomes aepohio.com Guardian Water & Power, Inc. 1650 Watermark Drive Suite 170 Columbus, OH 43215 (800) 444-9283 guardianwp.com infinity Billing Enterprises 201 W. Big Beaver Suite 490 Troy, MI 48084 (248) 689-6060 infinitybill.com ManageAmerica Integrated Billing Services PO Box 5639 Santa Barbara, CA 93150 (805) 770-2886 manageamerica.com Metron Sustainable Services, Inc. 5665 Airport Boulevard Boulder, CO 80301 (303) 449-8833 metronfarnier.com

Southern Water Management dba Mid-West Water Management 695 Central Avenue Saint Petersburg, FL 33701 (727) 827-4509 SouthernWater Management.com Tehama Wireless 2607 Seventh Street Suite G Berkeley, CA 94710 (415) 495-7344 tehamawireless.com

SERVICES MHINSIDER 2020 BUYER’S GUIDE DIRECTORY

SERVICES TESTING & INSPECTIONS

Underground Infrastructure Solutions, LLC 4770 NE 10th Avenue Oakland Park, FL 33334 (954) 372-3585 uisinc.net Water Systems, Inc. 105 Southeast Parkway Suite 107 Franklin, TN 37064 (800) 679-2837 getwatersystems.com

SERVICES WARRANTY 2-10 Home Buyers Warranty 13900 E. Harvard Avenue Aurora, CO 80014 (803) 917-1946 2-10.com Diversified Profits, Inc dba HomeCarePlus 8117 Harkness Road South Cottage Grove, MN 55016 (800) 851-3738

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MHINSIDER 2020 BUYER’S GUIDE DIRECTORY SERVICES – WHOLESALE INVENTORY

TOOLS & EQUIPMENT

Residential Warranty Company, LLC 5300 Derry Street Harrisburg, PA 17111 (800) 247-1812 rwcwarranty.com

Electric Eel Manufacturing 501 West Leffel Lane Springfield, OH 45506 (800) 833-1212 electriceel.com

SERVICES WEATHER MONITORING AND ALERTS WeatherCall Services LLC PO Box 472 Parker, CO 80134 (256) 682-9217 weathercallservices.com

Frog Attachments, LLC 10316 Hartstown Road Espyville, PA 16424 (866) 662-3902 frogattachments.com

TOOLS & EQUIPMENT TRANSPORT & INSTALLATION Cutting Systems Inc. 774 Zeb Road Union Grove, NC 28689 (704) 592-2451 cuttingsys.com

WHOLESALE INVENTORY VMF Homes PO Box 4398 Maryville, TN 37802 (888) 884-5104 vmfhomes.com

Tie Down Inc. 605 Stonehill Drive SW Atlanta. GA 30336 (404) 344-0000 tiedown.com

www.MHVillage.com (800) 397-2158

STRENGTH IN NUMBERS Because of our size and focus, MHVillage gives you unequaled reach. With our proven ability to drive qualified traffic to manufactured housing professionals, we offer the best programs to bring you new business.

If you’re not on MHVillage, THE MOST ACTIVE WEBSITE FOR MANUFACTURED HOUSING,

More Than

25 MILLION

Unique Visitors Annually

1.5 MILLION Phone & Text Leads Sent to Advertisers

$3+ BILLION

Transaction Value of Homes Sold or Rented

82 | MHINSIDER™ • NOVEMBER / DECEMBER 2019 • MHINSIDER.COM

More Than

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148 MILLION


We Finance Communities. A Berkshire Hathaway Company

FLEXIBLE TERMS: Up to 85% LTV.

Offered In Select States.

Earn out Program.

1st lien priority required.

Up to 30 year Amortization.

Approximately 45-65 days to close.

RECENT CLOSINGS ENTERPRISE, AL MH COMMUNITY

GRAND BLANC, MI MH COMMUNITY

LINDALE, TX MH COMMUNITY

$1,450,000

$1,800,000

$2,500,000

Refinance 151 Sites • AL

Refinance 247 Sites • MI

Acquisition 41 Sites • TX

TULSA, OK MH COMMUNITIES

TOLEDO/GENEVA/GREENVILLE, OH MH COMMUNITIES

LAKE CHARLES, LA MH COMMUNITY

$2,793,750

$5,737,500

$10,901,000

Acquisition 167 Sites • OK

Acquisition 392 Sites • OH

Refinance/Construction 149 Sites • LA

Contact Kurt, Chris and Austin today for your park financing needs at 800-309-5008 or CLT@vmf.com

VMF.com/CommercialLending Vanderbilt Mortgage and Finance, Inc., 500 Alcoa Trail, Maryville, TN 37804, 865-380-3000, NMLS #1561, (http: //www.nmlsconsumeraccess.org/), AZ Lic. #BK-0902616. Loans made or arranged pursuant to a California Finance Lenders Law License.

All Loans Subject to Credit Approval


PANELS THAT DEFEAT THE WEED EATER FOR ALL CLIMATE NEEDS RUSTIQUE RIBB • Limited lifetime warranty to Weed Eater Damage • Engineered for Impact Durability and Wind Resistance • Patented Design - US10,378,202 • Available in Airflow and Solid • Recessed vents for a classic appearance

RAPID WALL • Limited lifetime warranty to Weed Eater Damage • Panel backed with 2 inch Thermal Star EPS below grade foam by ATLASEPS for 9R+ insulation factor • Engineer certified projected energy savings • Complies with Hud wind loading for Zones I, II, III • Over fifteen years of use in the Manufactured Home Market 1300 Rustique Square • O’Fallon, Missouri 63368 636-498-5525 • 636-447-0400 fax www.rustiquerapidwall.com • www.rustiqueribb.com


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